Strategic Account Executive, Global Sales

About ISACA

ISACA® (www.isaca.org) champions the global workforce advancing trust in technology. For more than 55 years, ISACA has empowered its community of 185,000+ members with the knowledge, credentials, training and network they need to thrive in fields like information security, governance, assurance, risk management, data privacy and emerging tech. With a presence in more than 190 countries and with nearly 230 chapters worldwide, ISACA offers resources tailored to every stage of members’ careers—helping them to thrive in a rapidly changing digital landscape, drive trusted innovation and ensure a more secure digital world. Through the ISACA Foundation, ISACA also expands IT and education career pathways, fostering opportunities to grow the next generation of technology professionals.

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 pl