Enterprise Account Executive

Enterprise Account ExecutiveISC2 is a force for good. As the world's leading nonprofit member organization for cybersecurity professionals, our core values 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.Position SummaryEnterprise Account Executives are responsible for leading and growing new business revenues for the ISC2 portfolio. This is a hunting, customer-facing role with a consultative approach to identifying, scoping, progressing and closing new opportunities. You will partner with the Client Success and Solution teams, and be fully supported by the Product team. You will have a strong collaborative mindset and approach to balance customer advocacy (external stakeholders) with cross-functional team collaboration (internal stakeholders).This position is not available to residents of California.ResponsibilitiesDeliver plans and strategies that will achieve agreed-upon sales quotasAccurately forecast monthly, quarterly, and annual targets for an assigned region/territory/portfolioEffectively manage a portfolio of accounts by establishing clear account and portfolio plans and forecasts, prioritizing activity and generating short-term results opportunities in new client systems, while simultaneously being able to identify "expand" opportunities for multi-year or long-term engagements/contractsCultivate key customer relationships, manage stakeholders to advance and close new businessMine existing relationships, product footprint and new product plans to further grow ISC2's key relationships and expand share of walletDifferentiate between customers' "wants" and "needs" and coach others to do so, to separate strategic and tactical requirements, and influence the outcome of a sales process accordinglyEstablish and build rapport with ISC2's primary buyer: the CHRO, CISO, as well as his/her universe of stakeholdersLink business needs/outcomes to technology solutions and outcomes with an eye toward ROI and the creation of case studies and stellar referencesA deep understanding of ISC2's unique value proposition, and how to align it directly to client needs/requirementsEstablish strategies to grow partner revenue, including engaging, enabling multiple teams within large distributorsManage/direct partners with quarterly objectives, pipeline generation, and revenue targetsDeliver ISC2 product/solution demonstration online, and facilitate a collaborative and interactive conversation with potential clientsUnderstand ISC2's solution and competitive products to be able demonstrate our value proposition effectively to clientEngage meaningfully with C-level and Executive decision makers at the enterprise levelsPlay an integral role in ensuring product engagement by supporting and coaching the Client Success team to meet and exceed client needs and expectationsCommunicate the "voice of clients and prospects", as well as competitor intelligence with internal ISC2 stakeholders to inform ISC2's product development and innovation roadmapPerform miscellaneous duties as assignedBehavioral CompetenciesStrong written and verbal communications skills, both written and verbalAbility to work with clients collaboratively to design and facilitate outcome-driven meetings that achieve results, have a clear process and enhance and deepen positive relationships over timeSelf-motivated, ability to lead projects and initiatives, project a positive attitude; generate energy with colleagues and clientsEnergized by the opportunity to be part of a fast-growing, early stage commercial function; not intimidated or demotivated by the opportunity to contribute to the creation of new processes, tools or methods for contributing to ISC2's future growthIntegrity, transparency in communication, humility, team-orientation, motivated by collaborationHas a drive for performance, as well as being a creative problem-solver in the face of challenges or where new solutions have to be created to meet a client requirement or needQualificationsProficiency with CRM systems, reporting tools, and order processing workflowsHunter/new business acquisition experience and a strong track record of meeting or exceeding sales plan/quotaStrong prospecting and opportunity management skillsDemonstrated ability to distinguish between "qualified" versus "interested" clients, as well as the ability to manage and move opportunities through the pipelineDemonstrated sales process, strategic account planning, negotiation and closing skillsSuccessful experience building and managing a portfolio/territory as well as creating and delivering an accurate forecastDepth and experience managing and organizing multiple stakeholders at all levels of an HR or talent organizationDemonstrated experience selling talent solutions within enterprisesEducation and Work ExperienceBachelor's degree in related field or equivalent experience; Advanced or Master's degree is a plus7+ years' experience successful account management within USA MarketsExperience/educational background in technology, cyber, and/or learning and development preferredPhysical and Mental Demands25% travel required; this may increase where needed and may be required on short noticeWork extended hours when neededRemain in a stationary position, often standing or sitting, for prolonged periodsRegular use of office equipment such as a computer/laptop and monitor computer screensEqual Employment Opportunity StatementAll 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