Careers

Business Development Manager, West Coast

Overview
Security Innovation is a fast-growing, Application Security Risk Solutions organization that offers consulting, products and outsourced services to Corporate Security, Risk Management, and Software Development teams. We need an aggressive salesperson to grow our existing Fortune 500 customer base and add new accounts. You will be responsible for identifying and penetrating Fortune 5000 accounts, building relationships and closing deals in the West Coast, US, region. This position requires solid domain experience, good listening skills to understand customer needs, and creative selling techniques to map the company’s various solutions to customer pain points.

Responsibilities

This role will establish and build relationships from the prospect stage and turn those into long-term repeat business. This position will build and manage a sales pipeline that is driven by new accounts that you bring to the organization as well as existing accounts and new leads created by marketing programs.

I. Identify, Develop and Maintain Strategic Relationships

Proactively mine and work existing leads to uncover sales opportunities
Aggressively pursue new leads generated by marketing programs
Leverage your existing network to introduce the company’s solutions
Network through events, related organizations, and associations to bring in new business
Identify targeted companies and forecast semi-annual projections
Work closely with management team members to insure proper account maintenance and maximum revenue development.
Develop accounts through building a profile of organizational structure and continued cold-calling/networking with other groups within the organization
Understand the roles clients are in and understand how to navigate through their political environment(s)
Maintain accurate and up-to-date fact sheets or related documents on all clients and targeted potential clients
Strengthen client relationships through continued communication, on site client visits and phone contact with regular follow-up.
Develop bids and proposals, strategize with inside staff and schedule sales activities
Maintain a system for leads qualification and prioritization and ensure a means of constant communication with prospects and customers
Outline a Business Development plan and Revenue Budget for assigned territory.
Collaborate with VP of Business Development and others to identify and establish new client relationships and revenue generating activities
Convey to clients and prospects the full range of solutions we offer
Use consultative selling skills to isolate need, provide feedback/insights, and help sculpt future offerings
Uncover, manage and resolve obstacles that get in the way of closing business
Develop closing strategy that maps to the client’s decision-making process
Provide support to others that are engaged in closing business.
Welcome and effectively manage opportunities to customize solutions in order to win business
Leverage all resources needed to deliver value statements for major proposals

II. Contribute to the success of our overall sales efforts

Interview customers and prospects, capturing unmet needs and business priorities
Work with new and existing partners on unique sales opportunities
Work closely with marketing to identify appropriate leads generation programs and networking events
Identify new business opportunities for product and services line
Be active with Sales Operations and Marketing to streamline and optimize the sales process
Offer better ways to measure and improve our success rates:

Qualifications

Minimum 7 years of business development and sales experience with consulting solutions
Demonstrated success in identifying, qualifying, and closing new business opportunities for high-end consulting services in one or more of the following areas: Application Development (ideally Application Security), Application Deployment, Risk Management
Understanding of the professional security community (ISO’s) as well as teams that build, manage and deploy applications, including their motivators and business issues in order to take action to meet their current and future needs.
An extensive network of existing contacts and a history of satisfied customers
Experience in developing and negotiating partner relationships with companies focused on the security space
Passion to understand the latest trends in information security.
Experience selling IT/IS Security solutions
Experience selling Application Development products and services
Experience actively using Salesforce.com as a CRM and sales tool

Please send, email or fax qualified resume to:

Security Innovation
Attn: Human Resources
187 Ballardvale Street, Suite A170
Wilmington, MA 01887
+1.978.694.1666 (f)
+1.978.694.1008 (p)
jobs@securityinnovation.com