Overview
Your Future. Secured. ISC2 is a force for good. As the world’s leading nonprofit member organization for cybersecurity professionals, our core values — Integrity, Advocacy, Commitment, Inclusion, and Excellence — drive everything we do in support of our vision of a safe and secure cyber world. Our globally recognized, award-winning portfolio of certifications provide an independent and globally recognized endorsement of cybersecurity knowledge, skills and experience for all career levels. Our charitable arm, the Center for Cyber Safety and Education, enables ISC2 and our members to serve the public by educating the most vulnerable about cyber risks and empowering access to enter and thrive in the cyber profession. Learn more at ISC2 online and connect with us on Twitter, Facebook and LinkedIn. When you join ISC2, you’ll demonstrate your commitment to an inclusive and equitable environment. Your support of the unique perspectives and experiences shared by our global cybersecurity workforce and profession will be recognized. We invite you to take an active role in helping us create a true sense of belonging across our organization — an environment of authenticity, trust, empowerment and connectedness that empowers all of our successes. Learn more.
Position Summary
Enterprise Account Executives are responsible for leading and growing new business revenues for the ISC2 portfolio. This is a hunting, customer-facing role with a consultative approach to identifying, scoping, progressing and closing new opportunities. The role will partner with the Client Success and Solution teams, and be fully supported by the Product team.
The incumbent will have a strong collaborative mindset and approach to balance customer advocacy (external stakeholders) with cross-functional team collaboration (internal stakeholders).
**This position is not available to residents of California**.
Responsibilities
- Deliver plans and strategies that will achieve agreed-upon sales quotas
- Accurately forecast monthly, quarterly, and annual targets for an assigned region/territory/portfolio
- Effectively manage a portfolio of accounts by establishing clear account and portfolio plans and forecasts, prioritizing activity and generating short-term results opportunities in new client systems, while simultaneously being able to identify “expand” opportunities for multi-year or long-term engagements/contracts
- Cultivate key customer relationships, manage stakeholders to advance and close new business
- Mine existing relationships, product footprint and new product plans to further grow ISC2’s key relationships and expand share of wallet
- Differentiate between customers’ “wants” and “needs” and coach others to do so, to separate strategic and tactical requirements, and influence the outcome of a sales process accordingly
- Establish and build rapport with ISC2’s primary buyer: the CHRO, CISO, as well as his/her universe of stakeholders.
- Link business needs/outcomes to technology solutions and outcomes with an eye toward ROI and the creation of case studies and stellare references
- A deep understanding of ISC2’s unique value proposition, and how to align it directly to client needs/requirements
- Establish strategies to grow partner revenue, including engaging, enabling multiple teams within large distributors
- Manage/direct partners with quarterly objectives, pipeline generation, and revenue targets
- Deliver ISC2 product/solution demonstration online, and facilitate a collaborative and interactive conversation with potential clients
- Understand ISC2’s solution and competitive products to be able demonstrate our value proposition effectively to client
- Engage meaningfully with C-level and Executive decision makers at the enterprise levels
- Play an integral role in ensuring product engagement by supporting and coaching the Client Success team to meet and exceed client needs and expectations
- Communicate the “voice of clients and prospects”, as well as competitor intelligence with internal lSC2 stakeholders to inform ISC2’s product development and innovation roadmap
- Perform miscellaneous duties as assigned.
Behavioral Competencies
- Strong written and verbal communications skills, both written and verbal.
- Ability to work with clients collaboratively to design and facilitate outcome-driven meetings that achieve results, have a clear process and enhance and deepen positive relationships over time
- Self-motivated, ability to lead projects and initiatives, project a positive attitude; generate energy with colleagues and clients
- Energized by the opportunity to be part of a fast-growing, early stage commercial function; not intimidated or demotivated by the opportunity to contribute to the creation of new processes, tools or methods for contributing to ISC2’s future growth
- Integrity, transparency in communication, humility, team-orientation, motivated by collaboration
- Has a drive for performance, as well as being a creative problem-solver in the face of challenges or where new solutions have to be created to meet a client requirement or need
Qualifications
- Proficiency with CRM systems, reporting tools, and order processing workflows
- Hunter/new business acquisition experience and a strong track record of meeting or exceeding sales plan/quota
- Strong prospecting and opportunity management skills
- Demonstrated ability to distinguish between “qualified” versus “interested” clients, as well as the ability to manage and move opportunities through the pipeline
- Demonstrated sales process, strategic account planning, negotiation and closing skills
- Successful experience building and managing a portfolio/territory as well as creating and delivering an accurate forecast
- Depth and experiencing managing and organizing multiple stakeholders at all levels of an HR or talent organization
- Demonstrated experience selling talent solutions within enterprises
Education and Work Experience
- Bachelor's degree in related field or equivalent experience
- 7+ years' experience successful account management within USA Markets
- Experience/educational background in technology, cyber, and/or learning and development preferred
Physical and Mental Demands
- 25% travel required; this may increase where needed and may be required on short notice
- Work extended hours when needed
- Remain in a stationary position, often standing or sitting, for prolonged periods
- Regular use of office equipment such as a computer/laptop and monitor computer screens
Equal Employment Opportunity Statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic as protected by applicable law. Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
