Enterprise Account Executive

Enterprise Account Executive

ISC2 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.

Position Summary

Enterprise 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).

Responsibilities

• Deliver plans and strategies that will achieve agreed-upon sales quotas
• Accurately forecast monthly, quarterly, and annual targets for an assigned region / territory / portfolio
• Effectively 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 / contracts
• Cultivate key customer relationships, manage stakeholders to advance and close new business
• Mine existing relationships, product footprint and new product plans to further grow ISC2's key relationships and expand share of wallet
• Differentiate 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 accordingly
• Establish and build rapport with ISC2's primary buyer : the CHRO, CISO, as well as his / her universe of stakeholders
• Link business needs / outcomes to technology solutions and outcomes with an eye toward ROI and the creation of case studies and stellar references
• A deep understanding of ISC2's unique value proposition, and how to align it directly to client needs / requirements
• Establish strategies to grow partner revenue, including engaging, enabling multiple teams within large distributors
• Manage / direct partners with quarterly objectives, pipeline generation, and revenue targets
• Deliver ISC2 product / solution demonstration online, and facilitate a collaborative and interactive conversation with potential clients
• Understand ISC2's solution and competitive products to be able to demonstrate our value proposition effectively to client
• Engage meaningfully with C-level and Executive decision makers at the enterprise levels
• Play an integral role in ensuring product engagement by supporting and coaching the Client Success team to meet and exceed client needs and expectations
• Communicate the "voice of clients and prospects", as well as competitor intelligence with internal ISC2 stakeholders to inform ISC2's product development and innovation roadmap
• Perform miscellaneous duties as assigned

Behavioral Competencies

Qualifications

Education and Work Experience

Physical and Mental Demands

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.

Job Locations

US-Remote