Account Executive, Northern and Western Europe

Your Future. Secured. ISC2 is a force for good. As the world’s leading nonprofit member organization for cybersecurity professionals, our core values — Integrity, Advocacy, Commitment, Diversity, Equity & Inclusion and Excellence — drive everything we do in support of our vision of a safe and secure cyber world. Our globally recognized, award-winning portfolio of certifications provide an independent and globally recognized endorsement of cybersecurity knowledge, skills and experience for all career levels. Our charitable arm, the Center for Cyber Safety and Education, enables ISC2 and our members to serve the public by educating the most vulnerable about cyber risks and empowering access to enter and thrive in the cyber profession.

Based in the UK, you will be responsible for driving Northern and Western Europe, including the Baltics, revenue sales across all ISC2 products: certification education, exams, and webinar sponsorships. In your capacity as Account Executive, Northern and Western Europe, you will work with the EMEA VP Business Development to manage and grow business relationships with large enterprises, local government agencies, and channel partners. Additionally, you will act as a trusted advisor by leveraging commercial teaching and insight-led selling techniques to help customers achieve strategic workforce development goals.

Responsibilities

• Meet and exceed annual revenue targets, as defined by the business.
• Develop and execute a territory strategy within the Northern and Western Europe, including the Baltics, focused on: B2C within B2B organisations (>500 employees), B2B (>500 employees), Official Training Partners (OTPs) and Academic Partners.
• Work with customer bases to build in-region presence and drive revenue growth.
• Engage with key stakeholders in market to position ISC2 as a credible partner in workforce development initiatives.
• Leverage insight selling and commercial teaching techniques to challenge customer assumptions and provide new perspectives that link ISC2 solutions to their strategic objectives.
• Educate and influence senior decision-makers by delivering thought leadership and actionable insights on cybersecurity workforce development, compliance, and risk management.
• Identify and develop new accounts while growing engagement and business from existing accounts.
• Work with internal teams from marketing, customer success, sales operations, customer experience, IT, examination administration, and product teams to drive customer adoption and satisfaction.
• Drive and support ISC2 digital transformation efforts to introduce and maximise ‘self-service’ commerce where possible.
• Using Salesforce CRM, maintain a pipeline of sales opportunities and move them through the sales funnel at sufficient size in number and value to meet your quarterly and annual quotas.
• Prepare and deliver weekly, monthly, and quarterly progress reports and forecast reporting as required.
• Collaborate with sales teams across the organization to support and grow key global accounts.
• Support ISC2 presence at industry events.
• Demonstrate commitment to valuing diversity and contributing to an inclusive working and learning environment.
• Perform other duties and special projects as assigned.

Behavioral Competencies

• Team player with the ability to multi-task and manage multiple stakeholders in a fast-paced, deadline-driven environment.
• Ability to manage stakeholders with little supervision.
• Strong understanding of how a business operates, with a proven track record demonstrating your understanding and business acumen.
• Professionalism with a high degree of business savvy and strong demonstration of intellect, executive presence, and sales acumen.
• Ability to deliver insight-led conversations that educate customers, challenge thinking and influence strategic decisions.
• A positive, results-oriented attitude, with a sense of enthusiasm.
• Sensitivity to cultural differences.

Qualifications

• Proven track record of meeting or exceeding annual sales goals in excess of $1 million, with excellent new business development, account management, expansion and renewal skills.
• Excellent written, verbal communication, and presentation skills.
• Additional languages desirable, but not essential.
• Skilled at leveraging Salesforce CRM, LinkedIn, and other tools across the entire sales lifecycle.
• Proven track record in negotiation and influencing.
• Intermediate to advanced level knowledge of Microsoft Office, with strong internal sales reporting skills.
• Formal training or experience in consultative and insight-based selling approaches highly desirable.

Education and Work Experience

• Bachelors degree preferred, or equivalent work experience.
• 6+ years of experience in enterprise sales selling cybersecurity training or software solutions in the Northern Europe, France and MAT, and/or EMEA.
• Partner and channel sales experience desirable.

Physical and Mental Demands

• Work remotely from home full time, with the requirement to travel up to 40% within the UK, Northern Europe, France and MAT to meet clients and participate in trade and marketing events. International travel outside of this region may also occasionally be required.
• Ability to manage and work across multiple time zones.
• Remain in a stationary position, often standing or sitting, for prolonged periods.
• Regular use of office equipment in a remote environment such as a computer/laptop and monitor computer screens.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components.

Equal Employment Opportunity Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic as protected by applicable law. Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.