Information Security Advisor
Location
Saint Paul, MN | United States
Job description
Lakeside HR Group has been engaged to recruit for a Information Security Advisor for a local technology company.
Overall Description Our client is looking for a Information Security Advisor with a proven track record of success in uncovering opportunities and generating new business. This role will involve following a consistent sales process for prioritizing opportunities, qualifying potential new customers, understanding the customers’ business drivers, building relationships, presenting solutions, and closing business in accordance with sales quotas and expectations. This process is collaborative and involves bringing in appropriate internal delivery team members at specific stages.
The right candidate should be a driven self-starter, always looking for more opportunities to grow new business. They will have the ability to generate lists of potential customers and target contacts, with strong communication skills to build trust and rapport with a variety of stakeholders. This individual will possess the experience of building value, as well as a passion for selling information security services that improve the customers’ security posture. They will need to effectively network within organizations to gain access to additional contacts at multiple levels. The BDR must have keen problem-solving skills with the ability to see the whole picture and identify and uncover new opportunities. Also, they need to have strong self-awareness and interpersonal skills.
Major Responsibilities & Tasks: - Proactively and continuously drive new revenue growth for the company through qualifying opportunities that fit our criteria for ideal customer and ideal projects, with the ability to walk away from unprofitable business opportunities.
- Develop a planned approach by creating a sales plan for activities, priority of which prospects to target, and milestones leading to the generation of opportunities.
- Identify who and how to reach the appropriate decision makers, uncover what is important decision-making criteria for each of them, and talk to them in their own language and style.
- Network and place cold calls identifying and generating interest with new accounts in a tactful manner, to procure effective discovery conversations and build trust with new clients before they experience companies’ services.
- Understand and articulate Companies’ value proposition and competitive advantages, building relationships at C-Suite levels, gaining access to key decision makers, and leveraging referrals from our experience in the market.
- Ask operative questions uncovering the customer’s current situation, desired situation, pain points, business drivers, application needs and decision-making processes to recommend the best solutions.
- Add value during every interaction with active listening skills, sharing helpful information relevant to their business and the vulnerabilities they are dealing with.
- Gain commitments throughout the sales process, to make the final solution one that fits the customer’s needs.
- Relentlessly dig when met with resistance, handle objections and successfully navigate conversations with customers to get to the root of their issue to provide an appropriate resolution.
- Demonstrate understanding of how Companies solutions match and will benefit stakeholders’ expressed needs to influence decisions and gain commitment throughout the sales process, to make the final solution one that fits the customer’s needs.
- Communicate clearly and effectively, tailoring conversations and information appropriately within the team, company, and customers, causing Company to stand out in the mind of the buyer.
- Educate customers about terminology, features, and benefits of company services to improve customers’ ROI, being viewed as having credible expertise.
- Demonstrate strong business and financial acumen to interpret data to make sound decisions that align with Companies’ goals and initiatives.
- Employ creative networking strategies to build an eco-system expanding the company’s connections, alliances, and referral pipelines by actively participating in industry organizations, tradeshows, and networking events.
- Lead the RFP response for contracts requiring a RFP process.
Professional Requirements: - Bachelor’s degree preferred
- 5+ years selling with a proven track record of winning new business, enterprise sales experience preferred
- Proven experience selling information security services, with an understanding of cybersecurity threats, solutions, and best practices
- Outstanding hunter mentality and drive to find new business opportunities
- Results oriented mindset with demonstrated success and drive to meet and exceed sales goals
- Healthy sense of competition with a winning attitude
- Self-motivated putting in the effort required to achieve and exceed their goals
- Ability to build relationships with wide range of stakeholders
- Excellent communication skills – verbal, written and active listening
- Able to project executive presence
- Commitment and flexibility to put in the necessary time and effort required for success often working outside of traditional business hours
- Resilience to handle setbacks and continue pursuing leads
- Experience utilizing CRM to accurately capture data and activities
- High level of proficiency with Microsoft software
- Alignment with company core values – “Audit to Understand, Understand to Grow, Grow to Thrive”
Job tags
Salary
