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The 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.

• 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

• 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

• 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

• 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

• 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

• 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