Enterprise Account Executive, Federal

2 weeks ago

Alexandria, United States (ISC)2 Full time

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 Enterprise Account Executive, Federal Contracts, 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. Incumbent will sell public and private classes from 1-100s of students with the goal of establishing repeat accounts in the US Federal Market. The role requires working closely with the ISC2 Corporate Officers to ensure sales contracts are vetted and approved and enlists the support of regional and corporate team members across internal departments, as well as other sales and management resources as needed. This position is located in the greater Washington DC area.

**Responsibilities**:

- Responsible for identifying, developing, and closing new business and expanding market share with a focus on large enterprise organizations in the US 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 US 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 ISC2 mission and benefits the business, reputation, and membership of ISC2.
- 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 ISC2 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 ISC2 and our customers.
- Obtain and maintain in-depth knowledge of ISC2 certification and training programs.

Qualifications:

- Ability to demonstrate and support the 5 Company Core Values: Integrity, Excellence, Unity, Accountability, Agility
- Completion of formal enterprise consultative sales training
- Experience with direct sales of training and learning services to the US government
- Proficient in Microsoft Office Products and Salesforce
- 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
- 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 ISC2 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 player

Education and Work Experience:

- University degree preferred; will consider relevant work experience in lieu of a degree.
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