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Channel Account Executive

Company: (ISC)2
Location: Alexandria
Posted on: March 27, 2020

Job Description:

US-VA-AlexandriaJob_ID 2020-1167# of Openings 1Category SalesOverview

(ISC)-- -- 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 150,000 certified members, we empower professionals who touch every aspect of information security.

Position Summary

As the (ISC) 2 Channel Account Executive, you are responsible for the development, execution and ongoing management of programs and activities with leading training providers that generate demand of (ISC) 2 training, education, and certification products through our partnerships. Your ability to build positive working relationships with channel partners to maximize sales within your partner base and prospect, as needed, to obtain new partners is essential to your success in this role. Working cross-functionally with our internal teams, you will gain support and resources to leverage for attaining sales performance goals.

Responsibilities

  • Oversee and manage all channel sales initiatives for the North American Eastern and Latin American Regions
  • Enable channel partners through training on the business value and ROI of (ISC) 2
  • Focus on key performance indicators and partner metrics to ensure consistent growth and results
  • Manage sales activities of partners to generate revenue
  • Coordinate with partners to create and execute business plans to meet sales goals
  • Negotiate contracts with current and prospective channel partners
  • Manage sales pipeline, forecast monthly sales and identify new business opportunities utilizing Salesforce
  • Stay current with market trends and competitor activities
  • Communicate up-to-date information about new products, updates and enhancements to partners
  • Deliver presentations, attend sales meetings and partner conferences
  • Evaluate partner performance and recommend improvements
  • Work with partners to develop sale proposals, quotations, and pricings
  • Work interdepartmentally on cross selling opportunities within the organization
  • Work with marketing, communications, education and other teams on key partner activities
  • Participation in industry and partner events such as trade shows and seminars

    Qualifications

    • University degree preferred; will consider relevant work experience in lieu of a degree
    • Minimum of three (3) years' experience driving channel sales within cybersecurity, training, or information technology.
    • Five (5) years' experience carrying a quota of at least $1M annually using target account selling, solution selling, and/or consultative sales techniques
    • Bilingual: fluent in English and proficient/fluent in Latin American Spanish, both in verbal and written communications, required
      Skills/Competencies:
      • Ability to demonstrate and support the 5 Company Core Values: Integrity, Excellence, Unity, Accountability, Agility
      • An aptitude for understanding how technology solutions solve business problems
      • Demonstrated track record of success carrying a quota by maintaining an existing partner base and acquiring new partners
      • Strong verbal and written communications skills including presentation skills
      • Excellent interpersonal skills and an ability to build strong relationships with partners
      • Excellent active listening skills
      • Ability to strongly influence decision makers
      • Driven, highly motivated and passionate about sales

        Physical & Mental:
        • Resides preferably in the DC Metro area
        • Up to 30-50% travel required
        • Work extended hours or overtime, when necessary
        • Work in an office environment using dual monitor computer screens
        • Sitting for extended periods

          PM18 PI119291833

Keywords: (ISC)2, Alexandria , Channel Account Executive, Other , Alexandria, Virginia

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