Business Development Manager

3 weeks ago

Southampton, United Kingdom IOActive, Inc. Full time

IOActive, a trusted partner for Global 1000 enterprises, provides research-fueled security services across all industries. Our cutting-edge security teams provide highly specialized technical and programmatic services including full-stack penetration testing, program efficacy assessments, and hardware hacking. IOActive brings a unique attacker’s perspective to every engagement to maximize security investments and improve the security posture and operational resiliency of our clients. Founded in 1998, IOActive is headquartered in Seattle with global operations, including state of the art hardware hacking labs in Seattle, WA, Madrid, Spain and Cheltenham, UK. For more information, visit ioactive.com.


Summary: The Business Development Manager will be responsible and accountable for generating revenue within defined vertical markets in each territory. The successful candidate will have experience building territory plans that are aligned with the Company’s strategic objectives and executing that plan. As the Commercial lead for customer and prospect relationships, the successful candidate will marshal the required internal resources to respond to customer and prospect demands and orchestrate those resources through the sales cycle to a successful conclusion.


Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodation. The requirements listed below are representative of the knowledge, skill, ability, competencies, and qualifications required to perform the job satisfactorily. These requirements may not be comprehensive; other duties may be assigned. Consistent with applicable law, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Develop and implement sales strategies in your defined territory
  • Identify prospects and develop sales strategies to secure new business
  • Develop account sales plans and approaches
  • Conduct prospect and account sales calls both independently and jointly with management and staff
  • Work closely with Directors of Services to identify business types the team is most likely to fill successfully
  • Meet regularly with management to review and coordinate sales efforts, ensuring continued focus and success in meeting and exceeding individual and area sales activity and revenue targets set
  • Maintain a close working relationship with home office to drive activity and results by way of leveraging and consistently applying corporate best-practice sales processes and initiatives
  • Manage an assigned lead queue that includes research and acquisition of targeted lead and call lists
  • Partner with SMEs in home and field offices to enhance/supplement industry and offerings knowledge, and plans/presentations as needed to close deals
  • Ensure timely and proper follow-up for all assigned leads
  • Manage schedule and track assigned RFPs
  • Track all prospects, leads, contacts, accounts, and opportunities in corporate CRM/SFA tool
  • Learn and use IOActive's corporate sales methodology


Minimum Qualifications:

Experience:

  • Bachelor's degree preferably in Business, Marketing, or a technology field. Successful related work experience in the IT Security Consulting Professional Services industry may substitute.
  • Extensive knowledge and experience in Information/Cyber Security Security Services with a minimum of 5 years in a sales role developing new business.
  • Experience with premium, complex B2B technical/professional services sales, with sales cycles that range from three months and up and require four or more sales calls from contact to close
  • Proven experience in developing account penetration and development strategies, conducting cold calls, qualifying prospects, leading technical directors in sales process and strategy, making sales presentations, closing techniques, and developing service and pricing proposals


Language Skills: Great communication with keen listening for what’s said and what is not. Adept in customizing your message to many layers in a global corporate and consulting environment. And you are comfortable delivering difficult messages when required. This includes creation and delivery of highly effective presentations and reports to IOActive clients, staff and at conferences.


Communication: Ability to call confidently on the highest-level decision makers in an organization for each represented area; for example, VP IT, CISO, Director, or Program Manager. Exceptional communication, presentation, follow-up, negotiation, and closing skills. The position requires a strong emphasis on the ability to listen and lead account teams. Ability to establish and build relationships quickly with global team members as well as within customer accounts.


Leadership: Self-motivated individual who exhibits a sense of urgency in all sales- and service-related activities. Ability to develop account teams with Directors of Services and Information Security Consultants, and work effectively in team environments. Demonstrated leadership skills, initiative, and creativity with the ability to identify and convey successful sales/marketing approaches and techniques—this includes PC and Internet skills with a firm grasp of how to use Microsoft Office including Word, Excel, and PowerPoint


Mental Demands/Reasoning Ability: Problem solving, independent decision making, data interpretation, organizing, reading, writing, analysis. Demonstrate success at working in a fast-paced, highly-competitive, deadline-oriented environment. Willingness and ability to facilitate smooth transition of account management responsibilities to a Director of Services after initial customer ramp-up is completed. The BDM will maintain a high-level relationship with the account and earn residuals after transition


Work Environment: Must be able to work in office or remote as dictated by Company need. Occasional travel is required.


Compensation: £50k-£75k + 1x OTE, depending on location, level and background


IOActive is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.


This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. IOActive makes hiring decisions based solely on qualifications, merit, and business needs at the time.

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