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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in defining and executing commercial strategies within the OT sector, focusing on revenue growth, relationship management, and compliance with industry regulations. Proven ability to lead high-performing teams and negotiate complex contracts while managing stakeholder expectations across multiple regions.
Highest-signal resume keywords
Commercial Strategy DevelopmentRevenue Growth ManagementStakeholder EngagementOT Environment ExpertiseContract Negotiation
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue ForecastingMargin ManagementContract NegotiationOT Security MonitoringSCADA SystemsPLC SystemsDCS SystemsRisk ManagementPricing ModelsPost-Acquisition Integration
Soft Skills
Excellent CommunicationPresentation SkillsStakeholder ManagementTeam LeadershipRelationship Building
Tools & Technologies
CRM SystemsManaged Security ServicesManaged Services ProviderIndustrial Automation ToolsCloud Services
Certifications & Qualifications
Relevant Degree in EngineeringRelevant Degree in BusinessRelevant Degree in IT
Industry Keywords
OTIndustrial Cyber SecurityLife SciencesManufacturingCritical InfrastructureNIS2CRAIEC 62443GxPIT/OT Convergence
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Define and deliver the OT commercial strategy, annual revenue plan and market-entry priorities across Ireland, the UK, the Caribbean and the US
- Own bookings, revenue, margin, recurring revenue mix and forecast accuracy for the OT function
- Shift the portfolio toward multi-year managed services and recurring revenue alongside project and professional services work
- Identify and develop new OT service lines, partnerships and acquisition or bolt-on opportunities
- Win new-logo business in life sciences, manufacturing, critical national infrastructure, healthcare and transportation
- Develop existing Ekco and Datalogix accounts, deepen relationships, extend contract scope and secure renewals
- Build and govern a disciplined sales pipeline with qualification, stage gates and forecasting
- Personally lead strategic and complex opportunities and negotiate with senior customer stakeholders
- Build and execute the OT go-to-market strategy with marketing and business development teams
- Cross-sell OT into Ekco’s customer base and managed security, SOC and cloud services to Datalogix customers
- Shape joint IT/OT convergence, OT security monitoring, network segmentation, resilience and compliance propositions
- Align commercial processes, CRM, pricing and contracting with Ekco group standards
- Own OT service packaging, pricing models and commercial terms with technical and delivery leads
- Manage strategic relationships with technology vendors, automation and OT security partners, channel partners and system integrators
- Monitor competitors, market trends and regulations including NIS2 and CRA
- Partner with the OT CTO and delivery leadership to ensure work is realistically scoped, quality-delivered and profitable
- Support customer success through executive engagement, service reviews and escalation management
- Manage commercial and contractual risk, including safety, validation and regulatory obligations
- Build and lead a high-performing commercial team as the function grows
- Represent OT in leadership forums and contribute to Ekco strategy and planning
- Act as an ambassador for Datalogix and Ekco at industry events, customer forums and in the market
Requirements
What you’ll need- Significant experience in a senior commercial, sales or business leadership role in OT, industrial automation, industrial cyber security or a closely related technology services business
- Track record of growing revenue and building teams, including managing quotas, forecasts and budgets
- Experience selling complex, multi-stakeholder solutions to manufacturing, life sciences, pharmaceutical or critical infrastructure customers
- Strong understanding of OT environments, including SCADA, PLC and DCS systems and industrial networks
- Understanding of IT/OT convergence and security, with enough technical depth to be credible with engineers
- Commercial acumen in pricing, contract negotiation, margin management and risk
- Excellent stakeholder management, communication and presentation skills at executive level
- Willingness and ability to travel regularly
- Experience in a managed security or managed services provider desirable
- Experience selling in multiple markets or leading a multi-region sales function; UK, US and Caribbean preferred
- Experience in post-acquisition integration or a scaling, private-equity-backed environment desirable
- Familiarity with IEC 62443, NIST, CRA and NIS2 desirable
- Familiarity with regulated environments such as GxP desirable
- Relevant degree in engineering, business, IT or a related discipline desirable
Benefits
Comp & perks- 25 days annual leave + public holidays
- One extra day off for birthday leave
- Company Pension Scheme
- Health Care
- Employee Assistance Programme (EAP) for wellbeing support
- EkcOlympics global team activity challenges
- Unlimited access to Pluralsight for continuous development
- Real opportunities to grow, including international progression
- Flexible, family-friendly working
- Internal mobility and career progression
- Culture rooted in diversity, equality, inclusion & belonging