VP of Cyber Resilience - Enterprise Sales

Washington, DC
Jun 19, 2017
Jun 21, 2017
Full Time
Position Overview We are seeking a high-performing, entrepreneurial business development professional to help Company capitalize on the growing cybersecurity market. As part of a global company that has a respected brand and renowned experts, you will be in a position help empower results for our clients by introducing innovative and effective risk management and security solutions. Our Enterprise Sales Group is a high-performing, client-focused team that is strategically aligned to the firm's priorities and is focused on driving long-term revenue growth for the firm. Candidates should have a strong desire to build and grow business within client accounts, experience in positioning risk and/or security services to corporate executives, and demonstrated success in a business development and/or sales role in a professional services environment. The Vice President of Cyber Business Development will be responsible for managing a robust sales pipeline as an individual contributor and positioning a full portfolio of risk and security services directly to enterprise clients in various industries on a national scale. Essential Job Functions The ideal candidate will possess a knowledge of enterprise security environments, experience in security consulting, and significant senior contacts in organizations receptive to security and/or risk consulting services. Under the leadership of the Chief Revenue Officer, he/she will drive business development for a number of strategic corporate accounts. More specifically he or she will:Establish and manage relationships with key buyers through regular meetings and other touch points to increase awareness of our firm's capabilities and introduce relevant subject matter expertsDevelop leads sourced by other members of the Enterprise Sales Group (ESG) or subject matter expertsDefine and execute a pursuit strategy including value proposition development, meeting and orals preparation, proposal creation, stakeholder analysis, and competitive assessmentParticipate in client meetings to qualify opportunities, validate the Company value proposition, and ensure the sales process is progressing at paceUnderstand clients' needs, existing and potential projects, and budget and share these insights with the Company / Aon team to enhance the firm's understanding of its clientsEstablish relationships with Procurement departments to ensure Company is considered for relevant buying cyclesIntroduce Company team members to relevant contacts, invite and host contacts at Company sponsored events or other events where Company is presentCommunicate relevant solutions and strategies to potential clientsWork with subject matter experts within the firm to establish contracting arrangements (eg business terms, fees, SOWs)Required Skills The ideal candidate has relevant experience with a top tier consulting firm or a relevant boutique security firm. Candidates should have more than a cursory awareness of risk management and cybersecurity-related issues and be able to sustain an ongoing dialogue with relevant client stakeholders about these topics. We seek professionals with a demonstrable track record of nurturing client relationships and converting revenue opportunities.10-15 years' successful sales and/or business development experience with strong ability to engage meaningfully with a Chief Information Security OfficerExperience as an individual contributor in a sales and/or business development role and demonstrated success consistently meeting targetsExperience within risk assessment / management, cybersecurity and / or the digital forensics industryExperience working across several business lines and presenting a complete portfolio of services to potential buyersDemonstrated ability to create and maintain C-suite relationships and derive business from those relationshipsStrong interpersonal skills and ability to effectively build relationships within the firm and externally with clientsExecutive presence - ability to communicate with excellent verbal, presentation and written skillsAbility to travel occasionallyFlexible, enthusiastic and entrepreneurial spiritIT security certifications (CISA, CISM, CISSP) a plusEducation Required Bachelor's Degree from an accredited college.MBA or advanced degree preferred in business or technology field.Previous business development and/or sales experience in a professional services environment.

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