About ISACA:
ISACA is a global professional association and learning organization that leverages the expertise of its 180,000+ members who work in digital trust fields such as information security, governance, assurance, risk, privacy and quality. It has a presence in 188 countries, including 225 chapters worldwide. Through the ISACA Foundation, ISACA supports IT education and career pathways for underresourced and underrepresented populations.
Overview:
Responsible for the development, management, and growth of the CMMI line of business. This person will lead the entire sales process for prospects and existing customers through the establishment and management of relationships with strategic accounts. This person must be a skilled new business hunter and relationship manager with experience selling enterprise solutions to the C-Suite. In addition, this individual will drive adoption of CMMI through mid-large consultancies and testing, inspection and certification companies. The role will work closely with the Account Management team that supports the partner channel to ensure sales targets are achieved. The ideal candidate will be an accomplished Business Development Manager with extensive experience in selling to and working with premier consultancies. The role is ideal for someone who has worked for or with major consultancies such as EY, KPMG, McKinsey, and others. The person should be familiar with popular frameworks such as CMMI and/or NIST and should have an extensive network of prospective accounts. This person will leverage their industry expertise and rich network to drive strategic partnerships and alliances for ISACA/CMMI.
Responsibilities:
- Achieve revenue targets through new strategic partnerships with consultancies and testing, inspection and certification organizations while expanding existing CMMI Partner relationships
- Responsible for ensuring exemplary customer support and service resulting in high customer retention and adoption of CMMI
- Maintain complete, accurate, timely and consistent CRM system (Customer Relationship Management)
- Coordinate and engage with all internal resources, including marketing, legal (contracts), and service/fulfillment in meeting sales objectives, including submission of corresponding supporting documentation to enable the invoicing process. Be the voice of the customer to product, customer service, technology and marketing to help inform strategy to improve the overall customer experience.
Qualifications:
Required Field of Study:
- BA or BS degree in Business, Sales, or related discipline from an accredited university
Minimum Years of Experience Required:
- 10 years of enterprise sales executive experience
Description of Minimum Experience Required:
- Solid familiarity with CMMI, NIST or similar frameworks and their applications within consultancy and business environments.
- Strong network and established relationships within the consultancy industry.
- Excellent communication, negotiation, and interpersonal skills.
- Proven ability to formulate and develop business partnerships through utilization of successful sales strategies and plans.
- Bachelor’s degree in business, marketing, or a related field; MBA preferred.
- Minimum of 10 years of experience in business development or sales roles within the consultancy or related industries.
- Demonstrated success in formulating and enabling business partnerships with large consultancies.
- Experience in negotiating large-scale contracts and reducing long sales cycles.
- Ability to work independently on a flexible schedule, tailored to project needs while reaching objectives.
- Track record of meeting and exceeding partnership sales targets.
Preferred Field of Study:
- MBA or MS degree in Business, Sales, or related discipline from an accredited university
Preferred Years of Experience:
- 15+ years of strategic account sales
Description of Preferred Experience:
- Experience selling training solutions to the C-Suite
- Professional Association/volunteer engagement
- Non-profit
- Global experience
- Multilingual
- Cultural sensitivity
- Knowledge of CMMI
Competencies/Skills Required:
- Strong interpersonal skills, team player, ability to build strong relationships and partnerships with vendors/suppliers/constituents/volunteers, ability to influence change and adapt quickly
- Ability to develop, communicate and maintain status reports with a high attention to detail
- Ability to work a flexible schedule to ensure ample service levels for clients in multiple time zones on occasion.
- Ability to work independently
- Excellent oral and written communication skills
- Interviewing skills
- Ability to present new ideas, approaches and information clearly
- Elite time management and ability to manage multiple projects effectively to meet deadlines
- Diligent work ethic and insatiable desire to learn and develop skills
- Self starter, highly motivated
- Cultural sensitivity/awareness
- Commitment to company purpose and values
- Proficiency in Microsoft Office products (Word, Powerpoint, and Excel)
- Collaborative
- Strong business acumen
- Creativity and entrepreneurial spirit
Equal Opportunity Employer (EEO):
ISACA is proud to be an equal opportunity employer. ISACA is committed to building an environment of diversity, equity, and inclusion where equal employment opportunities are available to all applicants and employees without regard to race, color, religion, sex (including pregnancy and gender identity), national origin, age, ancestry, disability, genetic information, citizenship, sexual orientation, veteran status, marital status, familial status, military discharge status, or any other characteristic or status protected by federal, state, or local law. We support an inclusive workplace where employees excel based on merit, qualifications, experience, and ability.
