Enterprise Business Manager - Chicago, IL

Guidance Software, Inc.

Job Description

 

POSITION TITLE: Enterprise Business Manager

 

SUMMARY:  The Enterprise Business Manager will establish new and maintain existing client relationships. The emphasis will be on generating new business/revenue within specified organizations. Incumbents must have the ability to explore clients' business issues, articulate value propositions, manage opportunities through the sales pipeline and ultimately increase revenue within these companies. They must also seek to meet clients' operational, financial, technical and business requirements by aligning them with services and solutions that meet those needs.

The Company’s Enterprise Business Managers have the strategic objective of maximizing revenue generation within very large, tier-one Enterprise accounts and large Government organizations. Given the importance of penetrating the top-tier accounts, these individuals will be assigned to a select number of prospects and existing clients with the purpose of cold calling, prospect qualification, strategic sales process planning, exploring and closing all revenue opportunities.

Qualified candidates will be proven executive-level sales professionals with a strong working knowledge of selling Security or Compliance Software and Solution Services to CXO of Global 2000 organizations. Candidates must understand the business and process fundamentals of being successful with high-ticket security solution/compliance sales, and have a proven track record of success building C-level relationships.

 ESSENTIAL FUNCTIONS:

§  Regional sales penetration in enterprise market and/or government

§  Participate in tradeshows and conferences

§  In partnership with Sales Engineer, produce customer presentations, quotes, RFIs, RFPs, configurations and installation plans

ESSENTIAL REQUIREMENTS:

§  Minimum five years experience selling enterprise-wide applications, preferably security applications. (i.e. - intrusion detection systems, firewalls, VPN, PKI, security policy applications) and/or compliance applications (i.e. Patriot Act, Sarbanes-Oxley, Basel II)

§  Ten or more years in application / solution sales within large Enterprise accounts to both business and IT users.

§  Consistently exceeding quota of greater than $2 Million.

§  Proven Track Record in over-achieving quarterly and annual quota.

§  Must have high ethics, integrity, and humility and have a desire to build a world-class sales and support organization.

§  Must have strong knowledge of IT Security and Network Administration or compliance concepts and demonstrate the ability to discuss them with intelligence and conviction.

§  Experience in successfully executing concurrent complex sales cycles with CXOs.

§  Knowledge of current compliance regulations.

§  Formal sales training a must: Solution-Selling and/or Value Selling training preferred.

§  Ideal candidates will bring with them a range of major account contacts.

§  Strong background in  enterprise solution software required.

§  BA/BS Degree

Guidance Software, Inc. is an equal opportunity and affirmative action employer that does not discriminate on the basis of race, national origin, religion, age, color, sex, disability, or veteran status, or any other characteristic protected by local, state or federal laws, rules or regulations.