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Cyber Workforce Development Corporate Sales Directorat CDW Careers

Job ID: 
21004507
Focus Area: 
Data Security
Post Date: 
Nov 17, 2021
Location: 
Remote, Remote
Contract Type: 
Full-Time

Focal Point Data Risk delivers a unified approach to addressing data risk through a unique combination of service offerings. Focal Point has brought together industry-leading expertise in cyber security, identity governance and access management, data privacy and analytics, internal audit, and hands-on training services, giving companies everything needed to plan and develop effective risk and security programs. By integrating these services, we provide our clients with the flexible support they need to protect and leverage data across any part of their organization. Simply put, Focal Point is the next generation of risk management.

Focal Point is on a mission to build better, faster, more agile cyber security teams through intense, hands-on education and enablement. We build teams to meet the cyber challenges and realities of the modern world - teams that have the skills to identify threats in real time, the knowledge to reverse engineer attacks, and the experience to prevent them from happening again. 

 

Responsibilities: 

The Cyber Workforce Development Corporate Sales Director is responsible for driving revenue, adoption, and market penetration in enterprise, Fortune 1000 accounts. The ideal candidate will possess both a sales and technical background that enables them to drive engagement at the C-level as well as with technical team mangers.  They should be a self-starter who is ready to develop and execute an account acquisition plan and consistently deliver on revenue targets. The position reports to the SVP of Business Development. 

Essential Functions:

  • Drive revenue and market share in key market sectors
  • Manage proposals, including all aspects of proposal development: pre-proposal planning activities, kick-off meeting, value proposition conveyance, theme development, schedule management, action/issue tracking, proposal structure, compliance oversight, writing instructions and team guidance, review team coordination, and production oversight.
  • Develop, produce and submit high-quality, compliant, and eloquent proposals, RFI and RFP responses in a timely manner.
  • Attend workshops, trade shows, and seminars to maintain deep understanding of market segment and customer environment.
  • Forecast revenues based on program wins and milestones.
  • Track and analyze past performance to refine strategies. 
  • Build and maintain a robust sales pipeline
  • Effectively apply a solution-based sales approach
  • Develop and execute a comprehensive account plan
  • Develop long-term strategic relationships with key accounts
  • Proactively grow customer relationships within an account
  • Find creative ways to introduce integrated solutions into existing customer base
  • Communicate effectively to C-Level executives
  • Create and articulate compelling value propositions around Cyber Workforce Development solutions
  • Manage contract negotiations
  • Ensure customer satisfaction
  • Represents Focal Point Academy at professional networking events
  • Identifies Cyber Security needs of Fortune 1000 companies 
  • Forges relationships with "cold” accounts.
  • Completes all sales status updates, reports and other administrative deliverables.

Experience: 

  • A minimum of 7+ of relevant technology related sales experience, preferably in the IT, Cyber Security, or Corporate Training arenas
  • 5+ years’ experience selling within the Systems Integration, Finance, or Technology Sectors preferred
  • Experience identifying, developing and negotiating large-scale technology deals
  • Experience communicating and presenting to senior leadership
  • Experience managing a yearly sales quota / attainment goal

Skills:

  • Experience with services and cyber training 
  • Experience with solution-based selling
  • Knowledge of Fortune 1000 company; their buying cycles, relevant needs, decision making processes
  • Salesforce and Data.com or similar experience
  • Excellent written and oral communication skills

Education: 

  • Bachelor of Arts or Science or equivalent work experience required.

Technical Requirements:

  • Intermediate to advanced skills in Microsoft Suite products (Word, Excel, PowerPoint)
  • Experience with Salesforce.com, Data.com and other sales tools.
  • Software or solutions-based sales, technology risk consulting sales, or IT security sales process.
  • Strong technical understanding of sales process cycle.

Travel Required: Moderate travel required

 

COVID-19 Update:
CDW is committed to maintaining a workplace that is free of known hazards and to ensuring the safety, health, and well-being of coworkers and candidates for employment and their families, as well as the community.

CDW requires all coworkers be fully vaccinated against COVID-19, with the only exceptions being a documented, legally required medical or religious accommodation.  Prior to starting with CDW, successful candidates will be required to: (i) be fully vaccinated against COVID-19 and provide CDW with proof of full vaccination; or (ii) apply for and receive a medical or religious-based accommodation to be exempt from the mandatory vaccination policy.

 
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