Senior Director - Enterprise New Business
Position Description
IANS is seeking a Senior Director (SD) to join our sales team. The SD will be responsible for managing two Regional Sales Directors and overseeing a larger team of Enterprise Account Executives to drive them to achieve bookings & billable goals while achieving established new business KPIs.
The ideal candidate is a top producer with prior sales experience carrying a quota and managing high performing teams. Key traits include executive presence, organization, team-focused, interest in information security, and a passion for learning.
The SD will possess skills and work ethic aligned with our company values of grit, results, initiative, passion, positivity, teamwork, and curiosity.
REQUIRES 2-3 DAYS ONSITE IN BOSTON, MA OFFICE
Core responsibilities:
- Monitoring area execution against annual and monthly territory engagement plans
- Overview of area systems and reporting, ensuring team pipeline and forecast is up-to- date
- Driving the complete New Business Sales Process
- Leading content-rich events
- Mastery of IANS pricing/packaging methodology
- Effective in addressing select individual performance issues
- Ability to create and lead meaningful sales training
Candidate Profile and Qualifications
The qualified SD candidate will have 6-8 years of experience and specific experience leading successful sales teams with a proven track record of exceeding goals selling to Enterprise-level companies. We are targeting individuals who demonstrate strong competency in the following areas:
- Executive-level communication and presentation skills
- Experience building relationships with and selling to C-level executives
- Experience leading, coaching, and developing top producing sales teams
- Interest in information security and complex technical content
- Highly motivated and able to thrive in a quota-driven environment
- Strong sense of professional accountability and integrity
- High level of energy, effective time management skills, and a sense of urgency
- Strong team and collaborative orientation
- Confident but takes a humble approach in working with peers and teammates
What We Do
For the security practitioner caught between rapidly evolving threats and demanding executives, IANS Research is a clear-headed resource for decision-making and articulating risk. We provide experience-based security insights for Chief Information Security Officers and their teams. The core of our value comes from the IANS Faculty, a network of seasoned practitioners. We support client decisions and executive communications with Ask-an-Expert inquiries, our peer community, deployment-focused reports, tools and templates, and consulting.
