Job Level
SeniorLead
About the role
- Lead and grow new business revenues for the ISC2 portfolio
- Hunting, customer-facing role with a consultative approach to identifying, scoping, progressing and closing new opportunities
- Partner with the Client Success and Solution teams and Product team for customer advocacy and cross-functional collaboration
- Deliver plans and strategies that will achieve agreed-upon sales quotas
- Accurately forecast monthly, quarterly, and annual targets for an assigned region/territory/portfolio
- Manage a portfolio of accounts by establishing clear account and portfolio plans and forecasts, prioritizing activity and generating short-term and expand opportunities
- Cultivate key customer relationships and manage stakeholders to advance and close new business
- Mine existing relationships and product footprint to further grow ISC2’s key relationships and expand share of wallet
- Establish and build rapport with ISC2’s primary buyer: the CHRO, CISO, and stakeholders
- Link business needs/outcomes to technology solutions with an eye toward ROI and case studies
- Establish strategies to grow partner revenue and manage/direct partners with quarterly objectives
- Deliver ISC2 product/solution demonstrations and facilitate collaborative online conversations with potential clients
- Engage meaningfully with C-level and Executive decision makers at the enterprise levels
- Support and coach the Client Success team to meet and exceed client needs
- Communicate the voice of clients and prospects and competitor intelligence to internal stakeholders
- Perform miscellaneous duties as assigned
Requirements
- 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
- Bachelor's degree in related field or equivalent experience; Advanced or Masters degree is a plus
- 7+ years' experience successful account management within USA Markets
- Experience/educational background in technology, cyber, and/or learning and development preferred
- Strong written and verbal communications skills, both written and verbal
- Ability to work with clients collaboratively to design and facilitate outcome-driven meetings
- Self-motivated, ability to lead projects and initiatives
- Integrity, transparency in communication, humility, team-orientation
- 25% travel required; this may increase where needed and may be required on short notice
- Work extended hours when needed
- Regular use of office equipment such as a computer/laptop and monitor computer screens