Senior Sales Executive, UK/EMEA

at  ISC2

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 Sr Sales Executive, UK/EMEA, is responsible for leading growth of our B2B book of business in the specified region and markets. 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 enterprise sales strategy that is aligned to organizational strategic goals and with key internal functions such as Marketing and Product.
• Recommend on and support with customized go to market strategy for markets and verticals within the specified region.
• Build new business in a specified territory via outbound sales activities.
• Build, and be accountable for a quarterly and full year pipeline of new business/logos and develop a target account strategy for acquisition.
• Nurture opportunities from early stage to late stage and successful closure.
• Gain a deep understanding of the prospect client’s business goals, objectives, and challenges
• Work with Sales Operations, Legal and Finance to successfully and in a timely manner bring deals to closure.
• 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.
• Proactively develop industry and ISC2 product expertise to ensure you are a trusted resource to prospects and customers.
• Collaborate with marketing to improve and/or create marketing and sales collateral to highlight product/services value proposition
• Communicate accurate and timely forecasts to multiple layers of leadership both internally and externally
• Prepare and execute sales plans, events, and campaigns
• 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.
• Miscellaneous duties, as assigned.

Behavioral Competencies:

• Ability to demonstrate and support organization’s values.
• Consultative sales expertise with ability to support and convey best practice, full lifecycle sales process and sales discipline.
• 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.

Qualifications:

• 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.

Education and Work Experience:

• Bachelor’s Degree preferred.
• Minimum of 10 years of successful direct sales experience, preferably within the information security training and certification industry, with annual quotas above $1M and selling Professional Services, Solutions Sales and/or education training/EdTech.
• Proven track record of meeting or exceeding annual sales goals in excess of $10 million.

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

• Develop and execute enterprise sales strategy that is aligned to organizational strategic goals and with key internal functions such as Marketing and Product.
• Recommend on and support with customized go to market strategy for markets and verticals within the specified region.
• Build new business in a specified territory via outbound sales activities.
• Build, and be accountable for a quarterly and full year pipeline of new business/logos and develop a target account strategy for acquisition.
• Nurture opportunities from early stage to late stage and successful closure.
• Gain a deep understanding of the prospect client’s business goals, objectives, and challenges
• Work with Sales Operations, Legal and Finance to successfully and in a timely manner bring deals to closure.
• 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.
• Proactively develop industry and ISC2 product expertise to ensure you are a trusted resource to prospects and customers.
• Collaborate with marketing to improve and/or create marketing and sales collateral to highlight product/services value proposition
• Communicate accurate and timely forecasts to multiple layers of leadership both internally and externally
• Prepare and execute sales plans, events, and campaigns
• 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.
• Miscellaneous duties, as assigned