Sales Director – Integrated Risk Management Platform


Purpose of Position:
We are expanding the Enterprise Sales Team and are seeking to hire top-notch Sales Director(s), (i.e., direct contributors) to present and sell our innovative, state of the art, IT Security & Risk Management Technology Products, Solutions & Services portfolio. The centrepiece of these sales will be our proprietary "Integrated Risk Management Platform". The ideal candidate should have a minimum of 8-10 years business development and sales experience with a proven success record in selling IT Security & Risk Management Products and / or Solutions & Services across North America. This role requires sound business acumen, a results driven mind set, as well as a proven record of meeting and exceeding established targets, quotas and customer expectations.

The Sales Director (direct contributor) will be assigned to a specific geographical region in the US and will have the sole responsibility for developing and managing the customer base resulting in sales of software license, subscription and services. The ideal candidate will have a good understanding of the IT GRC and Information Security product landscape. This role requires a highly motivated individual with a self-starter attitude. He/she will work closely with pre-sales, product and support teams. Success in this position will rely on the individual’s ability to build and maintain relationships at the Information Security C- and VP levels, as well as the ability and drive to cross-sell and up-sell our value proposition across multiple industry verticals within the assigned territory.

Principal Responsibilities:

Core focus on developing and executing a strategic sales plan and associated tactics within the named region.
Developing a strong pipeline of qualified opportunities that align with our core competencies which lead to revenue growth in license, subscription and services.
Provide strategic and tactical leadership on all qualified opportunities. Effectively champion cross-selling and up-selling activities within the customer base.
Work closely with internal customers and departments (Account Managers, Global Delivery Managers, Sales & Marketing, etc.) to achieve revenue targets and continuous customer satisfaction.
Work with strategic alliance partners to drive joint business opportunities and leverage revenue growth in the territory.
Establish specific channel selling opportunities and best practices to maximize sales activity and revenue growth.
Build on-going high-level customer relationships to establish a solid foundation for future value creation and servicing opportunities.
Communicate strategic information such as market intelligence, key customer data, competitive analysis and pricing information to internal constituencies.
Maintain accurate customer information and integrity of data within select tools.
Assist with the creation of the annual sales plan in support of organizational strategy and objectives.
Compliance with sales policies and practices.
Income opportunity is truly uncapped and includes a six figure starting base salary plus quarterly commissions with a residual component for multi year subscriptions and opportunity to also sell professional services on top of subscription services. Example: Base of $100,000 with on-target earnings of $205,000 at 100% to goal (for a 1 year subscription) OR $250,000 during year 1 for 3 yr subscriptions (residual commissions are earned during years 2 & 3 at a reduced rate).

Required Skills:

Bachelor’s Degree in Business Administration, Computer Science, Engineering, and/or Marketing; MBA preferred
A minimum of 8-10 years’ experience in senior sales / business development position selling consultative services in IT security, Identity Management and IT advisory solutions.
Must have a proven track record of corporate sales successes in pursuing and winning business within a Fortune 500 and / or mid-market customer base.
Excellent interpersonal, negotiating and influencing skills with proven ability to inspire, build trust and grow relationships at the C and VP levels.
Demonstrated knowledge of contract and proposal development.
Outstanding verbal and written communication, as well as outstanding presentation development and delivery ability is a must.
Ability to collaborate effectively with external, as well as internal clients, peers and other team members.
Must be an effectual leader and motivator, as well as have the ability to problem solve and make sound business decisions independently.
Ability to travel 50%-70%.

The following skills are a plus:

Knowledge and experience with managed services models.
Experience and/or concentration within one or more of the following industry verticals highly desirable: Digital Media, Manufacturing, Financial Services, Life Sciences, Healthcare, Telecommunications.
MBA and/or other security industry certifications.

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Reference number US_EN_2_022924_140434