Account Executive, Enterprise - Federal

Alexandria, VA
Jul 14, 2019
Jul 17, 2019
Full Time
US-VA-AlexandriaJob_ID 2019-1120# of Openings 1Category SalesOverview(ISC)2 is an international, nonprofit membership association for information security leaders. We're committed to helping our members learn, grow and thrive by providing world-class certification programs, education & training, and professional development opportunities that inspire a safe and secure cyber world. With more than 140,000 certified members, we empower professionals who touch every aspect of information security.Position SummaryThis person will maintain and expand enterprise accounts throughout the offering of our cybersecurity certification products which includes a portfolio of online and classroom-based training courses and their related exams. You will sell public and private classes from 1-100's of students with the goal of establishing repeat accounts in the USA Federal Market. You will work directly with the Manager- Direct Sales for the North America Region. You will report to our office based in the Old Town area of Alexandria, VA near the King Street Metro. You will work closely with the (ISC)2 Corporate Officers to ensure sales contracts are vetted and approved and enlists the support of regional and corporate team members from internal departments such as Marketing & Media, Finance, Education & Training, Member Services and other sales and management resources as needed. Responsibilities* Responsible for identifying, developing and closing new business and expanding market share with a focus on large enterprise organizations in the USA Federal Market.* Develop and execute account strategy and detailed plans for major accounts to meet your territory quota.* Target and establish access and relationships with key decision makers in the USA Federal Market.* Maintain a high level of customer satisfaction with current customers and manage tasks to help ensure contract renewal.* Develop winning proposals.* Prepare and give presentations to key, influential decision makers in your territory.* Develop and maintain strategic relationships that support the (ISC)2 mission and benefits the business, reputation and membership of (ISC)2.* Maintain in Salesforce a pipeline of sales opportunities and move them through the sales funnel at sufficient size in number and value to meet your quarterly and annual quotas.* Prepare and deliver weekly, monthly and quarterly progress reports. * Demonstrate a commitment to raising customer awareness and understanding of our entire portfolio of (ISC)2 training and certification products and services.* Assist with the planning and execution of trade shows and provide onsite support as needed.* Works with internal team members to make sure communications are effective and efficient between (ISC)2 and our customers* Obtain and maintain in-depth knowledge of (ISC)2 certification and training programs* Assist with Vendor Sponsorship sales within the Tech Marketplace.* Miscellaneous duties, as assigned.Qualifications* University degree preferred; will consider relevant work experience in lieu of a degree. * 7- 10 years of successful account management within the USA Federal Market.* Proficient in Microsoft Office Products and Salesforce.* Formal enterprise consultative sales training.* Knowledge of the cybersecurity certification and /or IT training market preferred.* Proven track record of meeting annual account revenue quotas in excess of $2 Million annually.Skills/Competencies:* Ability to demonstrate and support the 5 Company Core Values: Integrity, Excellence, Unity, Accountability, Agility* Professionalism with a high degree of business savvy and strong demonstration of intellect, drive, executive presence and sales acumen* Superior organizational and planning skills with excellent written and oral/presentation skills* High sense of urgency. Willingness to do what it takes to meet revenue goals while maintaining the absolute highest standards in terms of honesty, integrity and business ethics.* Strong interpersonal skills with both customers and our internal team members alike, exhibiting focus and drive for business building and working collaboratively with (ISC)2 employees to grow the business* Self-starter who provides creative and pragmatic solutions to business issues and problems* A positive, can-do attitude, sense of urgency, energy and enthusiasm - a true team playerPhysical & Mental:* Travel to meet clients, attend company meetings and participate in trade and marketing events, between 25% and 40% of work time.* Work extended hours, when necessary* Work in an office environment using dual monitor computer screens* Sitting for extended periodsPM18PI111892795

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