OverviewYour 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.Position SummaryThe Senior Sales Manager, B2B will lead the global B2B sales team and execute the sales strategy, ensuring acquisition, growth and development accounts within each region.Responsibilities
Lead and build a high-performing, motivated sales team to execute on the B2B sales strategy aligned to organizational strategic goals in collaboration with key internal functions such as Marketing and Product
Day to day coaching for sales team on Pipeline Management and Sales Hygiene
Build customer engagement strategies that support enterprise sales lifecycle
Provide monthly aggregate and structured feedback from the markets we operate in, and the customers we serve
Deliver accurate, meaningful performance reporting and business and competitive insights on a daily, weekly, monthly, quarterly and annual basis as defined
Prepare and deliver reports, as defined on KPIs, to management on weekly/monthly/quarterly/annual basis
Utilize Salesforce to maintain a weekly forecast for all account executives, and a monthly forecast of unit sales in our Financial ERP system
Drive ongoing Sales Enablement activities for the team: sales materials, presentations, proposal templates, Sales Playbook. Also work with Sales Operations and Finance teams to ensure a continuous improvement of sales processes
Direct complex contract negotiations and market-specific pricing. Work closely with the ISC2 leadership to ensure sales contracts are properly vetted and approved, working with legal counsel as required. Enlist support of global markets, marketing, communications, finance, professional development and customer experience teams as needed
Develop regional industry events strategy in collaboration with global markets, communications and marketing teams
Foster strategic relationships across public and private enterprises, including Fortune 500 companies, government and military organizations
Coach on a consultative sales approach (value-based sales) that aligns solutions with prospect business objectives/needs, successfully manage and overcome prospect objections
Proactively develop industry and ISC2 product expertise for yourself and your team to ensure you are a trusted resource to prospects and customers
Collaborate with marketing to develop sales marketing strategy and allocate leads following from campaigns to the sales team members
Create a repeatable, effective and engaging Onboarding Plan for new hires in the sales team.
Miscellaneous duties, as assigned
Behavioral Competencies
Strong Coaching skills and mentality, driven to develop others
Ability to demonstrate and support organization’s values
Professionalism with a high degree of business savvy and strong demonstration of intellect, executive presence, and sales acumen
Superior organizational and planning skills with excellent written and oral/presentation skills
Drive for results; meets sales and revenue goals while maintaining the highest standards of honesty, integrity and business ethics
Passion for seeking and maintaining new relationships with senior enterprise stakeholders to secure new customers and sales
Strong interpersonal skills that exhibit focus and drive for business building and working collaboratively with employees on both individual and organization growth
Continually deliver satisfaction to customers through teamwork, innovation and continuous improvement
Self-starter who provides creative and pragmatic solutions to business issues and problems
Management Responsibility
Motivate and lead a diverse, high-performing team of 8 global team members
Ensure high levels of employee engagement, operations performance excellence, commitment to continuous learning and appropriate succession planning
Qualifications
Skilled at leveraging sales data and Salesforce CRM, including developing dashboards and reports
Intermediate to advanced level knowledge using Microsoft Office
Formal enterprise sales experience
Strong internal reporting skills, analytical and data-driven approach to sales. Familiar with pipeline management, sales stages and sales metrics such as Conversion Rates, Average Deal Cycles, Churn Rates, Pipeline Velocity
Consultative sales expertise with ability to coach team members in best practices, full lifecycle sales process and sales discipline
Education and Work Experience
Bachelor’s Degree preferred
Minimum of 8 years of sales experience, preferably within the information security training and certification industry
Proven track record of meeting or exceeding annual sales goals in excess of USD $10M
At least 4 years of direct people management of a global sales team
Physical and Mental Demands
Up to 25% travel to meet with team members and clients, attend company meetings and participate in trade and marketing events
Work normal business hours and extended hours when necessary
Remain in a stationary position, often standing or sitting, for prolonged periods
Regular use of office equipment such as a computer/laptop and monitor computer screens
Job Locations US-RemotePosted Date 14 hours ago (1/22/2025 8:35 AM)Job ID 2025-2015# of Openings 1Category Sales
