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, Diversity, Equity & 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

　　The Associate Director, Global Enterprise Sales, leads a global sales team with an expanding book of business. From strategy development to execution, this sales leader has a drive for results and strong commitment to developing people with a focus on meeting or exceeding performance goals.

　　Responsibilities

　　Develop and execute the B2B sales strategy that is aligned to organizational strategic goals and with key internal functions such as Marketing and Product.

　　Create a customized go to market strategy for markets and verticals within the specified region.

　　Create and develop market segmentation and Ideal Customer Profiles for each market.

　　Develop robust onboarding and training practices, performance metrics and culture of accountability.

　　Build customer engagement strategies that support enterprise sales lifecycle.

　　Deliver accurate, meaningful performance reporting and business and competitive insights on a daily, weekly, monthly, quarterly and annual basis as defined.

　　Ensure accurate, timely (daily) capture of data and performance in Salesforce by all team members; deliver weekly forecasts to sales leadership; and monthly sales and revenue forecast in financial ERP system.

　　Coach on a consultative sales approach (value based sales) that aligns solutions with prospect business objectives/needs, successfully manage and overcome prospect objections

　　Proactively develop industry and ISC2 product expertise for yourself and your team to ensure you are a trusted resource to prospects and customers

　　Collaborate with marketing to develop sales marketing strategy, custom GTM approaches for priority markets and supply of appropriate sales collateral.

　　Collaborate with Professional Development on launch plans for new products to help sales position these in the market.

　　Direct complex contract negotiations. Work closely with the ISC2 leadership to ensure sales contracts are properly vetted and approved, working with legal counsel as required. Enlist support of global markets, marketing, communications, finance, professional development and customer experience teams as needed.

　　Develop regional industry events strategy in collaboration with global markets, communications and marketing teams.

　　Foster strategic relationships across public and private enterprises, including, Fortune 500 companies, government and military organizations, and others.

　　Motivate and lead a diverse, high-performing team, utilizing effective talent management practices to attract and retain team members. Ensure high levels of employee engagement, operations performance excellence, commitment to continuous learning and appropriate succession planning.

　　Build an inclusive culture that encourages, supports and celebrates diversity; serve as a role model to promote DEI best practices.

　　Miscellaneous duties, as assigned.

　　Behavorial Competencies

　　• Ability to demonstrate and support organization’s values.

　　• Professionalism with a high degree of business savvy and strong demonstration of intellect, executive presence, and sales acumen

　　• Superior organizational and planning skills with excellent written and oral/presentation skills

　　• Drive for results: Meets sales and revenue goals while maintaining the highest standards of honesty, integrity and business ethics

　　• Passion for seeking and securing new relationships with senior enterprise stakeholders to secure new customers and sales

　　• Strong interpersonal skills that exhibiting focus and drive for business building and working collaboratively with employees on both individual and organization growth

　　• Continually deliver satisfaction to customers through teamwork, innovation and continuous improvement Self-starter who provides creative and pragmatic solutions to business issues and problems

　　Management Responsibility

　　• Motivate and lead a diverse, high-performing team, utilizing effective talent management practices to attract and retain team members. Ensure high levels of employee engagement, operations performance excellence, commitment to continuous learning and appropriate succession planning.

　　Qualifications

　　• Proven track record of meeting or exceeding annual sales goals in excess of $10 million • Skilled at leveraging Salesforce CRM, including developing dashboards and customer reports • Intermediate to advanced level knowledge using Microsoft Office

　　• Formal enterprise consultative sales training experience

　　• Strong internal reporting skills, analytical and data-driven approach to sales.

　　• Consultative sales expertise with ability to coach team members in best practices, full lifecycle sales process and sales discipline (familiar with formal approaches such as MEDDICC, Value-Based Sales).

　　Education and Work Experience

　　• Bachelor’s Degree preferred

　　• Minimum of 10+ years of sales experience, preferably within the information security training and certification industry, with annual quotas above $1M, selling professional services, solution sales or training/education portfolios.

　　• At least 7 years direct people management of global sales team of 7 or more quota-carrying sales executives

　　Physical and Mental Demands

　　• Up to 25% travel to meet with team members and clients, attend company meetings and participate in trade and marketing events

　　• Work normal business hours and extended hours when necessary

　　• 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.

　　Job LocationsUS-Remote

　　Posted Date5 days ago(1/22/2024 2:02 PM)

　　Job ID 2024-1793

　　of Openings 1Category Sales