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Form of workSr. Business Development Manager -
Focal Point Data Risk, a CDW Company, is one that delivers a unified approach to addressing data risk through a unique combination of consulting service offerings. CDW - Focal Point Data Risk delivers a unified approach to addressing data risk through a unique combination of service offerings. Focal Point has brought together industry-leading expertise in Cyber Security, identity governance and access management, data privacy and analytics, internal audit, and hands-on training services, giving companies everything needed to plan and develop effective risk and security programs. By integrating these services, we provide our clients with the flexible support they need to protect and leverage data across any part of their organization. Simply put, Focal Point is the next generation of risk management.
As a Sr. Business Development Manager, you will enhance Focal Point’s presence, market share, and revenue growth in the Advisory / Management Consulting market. Specifically, you will execute the full sales lifecycle for enterprise Advisory related projects — strategic account planning, researching, prospecting, relationship-building, partnering with software vendors, and opportunity identification, pursuit, and closure, as well as all aspects of account growth.
Your skilled experience will enable you to quickly embrace Focal Point’s integrated sales approach, demonstrating the ability to open further opportunities for our other service offerings, including, but not limited:
Cyber Workforce Development;
Data Analytics and Data Mapping;
Privacy and Regulatory Compliance;
Third-Party Risk Management;
Essential Responsbilities
Develop and execute a successful territory management strategy that expands Focal Point’s customer base and achieves bookings and revenue targets;
Establish a detailed, comprehensive understanding of Focal Point’s capabilities, service offerings, value proposition, market positioning, selling strategy and process, as well as our competitors and key differentiators;
Cultivate productive relationships with key personnel in current and targeted accounts;
Identify, engage, qualify, develop, and win new clients;
Manage, support, and grow relationships with existing clients as a consultative seller;
Network with a broad range of client organizations and executives in key fields, including:
Information Technology;
Information Security;
Finance;
Internal Audit;
Data Privacy, Compliance, and Legal;
Enterprise Risk Management; and
Procurement / Supply Chain Management;
Research targeted accounts and clients using internal and external resources, capturing and using gathered information to drive data-driven outreach and follow-up communications;
Proactively coordinate with other Focal Point resources to drive sales cycles, meet company objectives, and exceed client expectations. Key personnel include:
Subject Matter Experts;
Practice Leadership;
Sales Management; and
Marketing Department;
Understand industry landscapes and follow trends that impact our clients’ business risk, strategic decision-making, and budget planning and expenditures;
Provide accurate sales pipeline updates and sales forecasts;
Proactively populate and maintain all information in Salesforce; and
Complete sales status updates, reports, and related administrative deliverables.
Qualifications - Internal
Travel Requirements
Regional travel up to 60%, as needed
Required
5+ years of experience working the full sales lifecycle of Advisory products and/or services.
Significant experience with enterprise sales, with both strategic planning and in day-to-day execution, specifically including:
A proven performance record with demonstrated year-over-year metrics;
A successful record of meeting or exceeding sales goals;
Ability to take personal ownership of professional goals and achieve clear monthly, quarterly, and annual targets
Strong ambition and charismatic sense of urgency;
Energetic networker and relationship-builder;
Ability to work with and effectively coordinate across extended internal teams; and
Excellent, professional written and verbal communication and interpersonal skills.
Demonstrated ability to meet $3-5M yearly sales quotas; and
Maintain a pipeline of at least $6M
Desired
Strong preference for those candidates with current or prior experience in Advisory project-based sales including the following solution areas:
Data Privacy (ie, HIPAA, GLBA, GDPR, and NIST)
Audit / Assurance (IT, Financial and General)
GRC
Financial Advisory Services
Business process improvement
PMO / Project Advisory services
Business development experience within a Big 4, mid-tier, or IT consulting firm, selling consultative / advisory services.
Education & Certifications
4-year degree – or equivalent work experience
Travel Requirements
- Regional travel up to 60%, as needed
Salary range: $108,500 - $160,000 + commission depending on experience and skill set
Benefits overview: https://cdw.benefit-info.com/
Salary ranges may be subject to geographic differentials
