Our client is seeking an experienced strategic Sales/Business Development professional with demonstrated experience selling PCI and annual security assessments to level 1 and 2 merchants. Candidate should possess proven record of security and PCI Compliance thought leadership and be recognized in the market for business knowledge as well as technical acumen.
This is a permanent, remote position anywhere in the continental United States and will work closely with the EVP of Sales and the VP of Security Consulting. The chosen candidate will co-lead growth efforts through direct prospecting, networking, attendance and participation with various industry, professional groups and networking associations. This role comes with a solid base salary, lucrative, uncapped incentive compensation plan. Must able to travel up to 30-40%. There are no sponsorships or C2C arrangements available.
Responsibilities of the IT Compliance Sales Consultant:
Sell client s security, payment industry compliance and network availability services to level 1 and 2 merchants
An advanced understanding of PCI DSS and how to leverage client position as a QSA and ASV to gain business in the compliance space
Generate leads and manage the overall relationship-building process; responsible for executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure business
Build relationships with prospective customers, account profiling and developing the prospective customer into revenue generating customers
Manage the business opportunities to ensure client is positioned to capitalize on opportunities by selling value (consultative sales approach) versus price
Meet or exceed quarterly sales quota
Develop and manage pipeline, providing weekly updates to forecast
Negotiate contracts, up-sell, build customer rapport
Provide appropriate sales tracking and reporting as required Salesforce
An understanding of PCI DSS and other data security programs
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; interpret instructions furnished in written or oral form
Negotiate contracts, up-sell and build customer rapport
Build and maintain strong customer relationships
Collaborate with and provide consulting services to clients in a trusted advisor role.
Identify/deploy security solutions and processes in support of PCI DSS compliance (e.g. vulnerability management, SIEM and FIM)
Participate in internal group discussions to further knowledge in the PCI practice and provides peer review of deliverables.
Partner with IT executive team in ongoing data security initiatives
Requirements of the IT Compliance Sales Consultant:
Bachelor's degree required Business, Finance or IT concentration preferred
Minimum of 3 years of experience selling PCI compliance assessments to enterprise customers.
Minimum of 5 years of experience selling security or related compliance frameworks (ISO, NIST, GLBA, SOX404, HIPAA, GDPR etc.)
Minimum of 8 years of experience with demonstrated success in selling professional services
Experience working with Big Four or other national firms a significant plus
Excellent influence and negotiation skills; strong executive presence and business acumen
Experience developing and leading relationship-building activities with C-suite executives
Exhibit exceptionally strong communication, presentation, analytical and organizational skills.
Creatively engages with prospects via phone, email and social media
Excellent verbal and written communication skills
Must be motivated and self-disciplined; must possess strong time management skills
Ability to win deals without assistance
Travel up to 30 - 40% is required (local and overnight when appropriate)
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Associated topics: business, business advisory, business analyst, consult, customer, information technology consultant, market, sales, senior consultant, support analyst
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.