Senior Director of Americas Cybersecurity Sales

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The Senior Director of Cybersecurity Sales will spearhead a practitioner-based sales model, utilizing deep subject matter expertise to drive significant revenue growth, ensure profitability, and promote continuous innovation. This leadership role is centered on engaging clients with authoritative insights, facilitating seamless transitions from sales to delivery, and building trust through expert-led interactions. The ideal candidate will merge extensive industry knowledge, strategic sales proficiency, and leadership skills to align with Verizon's mission and strategic objectives.

Verizon continues to lead the industry, safeguard our customers, and shape the future of cybersecurity. Our position as a leading network operator, backed by vast infrastructure and advanced technological capabilities, provides a competitive edge that few can match. The establishment of a dedicated Cybersecurity Practice has enabled us to capitalize on this advantage, driving revenue growth, maximizing profitability, and fostering innovation to achieve market differentiation.

Through continuous seller enablement, compelling value propositions, operational excellence, and the integration of market intelligence, this leader will accelerate growth, enhance profit margins, and deliver high-value, differentiated solutions that address real-world cybersecurity challenges that our customers face.

Key Responsibilities...

Revenue Growth through Practitioner-Led Sales

• Grow the Team: Enable, Build and scale a high-performing cybersecurity specialist sales team, focusing on talent acquisition, development, and retention within the cybersecurity domain.

• Pipeline Development and Expansion: Develop and manage a robust sales pipeline that leverages the credibility of practitioner expertise to attract and engage new & current clients.

• Market Insights: Know what the competitors are offering, how Verizon differs, ability to articulate Verizon's uniquely differentiated offerings versus our competitors

• Consultative Client Interaction: Build trusted relationships through expert-led selling, where clients interact directly with practitioners who will be involved in project delivery.

• Upselling and Cross-Selling Opportunities: Leverage ongoing service delivery to identify new opportunities and continuously develop business relationships.

• Subject Matter Expertise Engagement: Utilize practitioner-based sales strategies where cybersecurity experts lead discussions to offer authoritative insights, ensuring detailed, solution-oriented client interactions.

• Aggressive Sales Plan: Develop and execute an aggressive America sales strategy, align to the unique opportunity within security for Verizon, to drive double-digit year-over-year revenue security growth. Execute on targeted campaigns around compelling events to drive increased bookings and revenue.

• C-Level Presence: Build and nurture strategic client relationships at the C-suite level to secure high-value, long-term engagements.

Profitability with a Focus on Expert-Led Solutions

• Maintain Deal Margins: Ensure that all sales align with profitability targets, supported by practitioner insights for accurate scoping and execution feasibility.

• Alignment of Incentives: Drive a culture where practitioners are motivated to sell work they can deliver effectively, leading to higher-quality outcomes and client satisfaction.

• Resource Optimization: Optimize the use of expert resources by aligning sales strategies with the capacity and strengths of the delivery teams.

Innovation Driven by Expertise

• Strategic Thought Leadership: Lead as a thought leader by applying practitioner-learned insights to develop differentiated business solutions that address client-specific needs and market trends.

• Continuous Learning and Development: Foster a culture of continuous improvement where sales practitioners maintain relevant certifications, knowledge, stay updated with industry trends, and integrate innovative solutions into client pitches.

• Relationship Building through Expertise: Empower practitioners to build deeper, trust-based relationships with clients through shared professional interests and in-depth understanding of client challenges.

Key Performance Indicators (KPIs):

• Revenue Metrics: Achievement of quarterly and annual bookings and revenue targets for cybersecurity services and offerings, driven by practitioner-led sales.

• Client Engagement Quality: High client satisfaction scores (CSAT/NPS) and quality interactions where practitioner involvement adds value.

• Cross-sell/Upsell Success: Measurable success in leveraging ongoing service delivery to identify and capitalize on new opportunities.

• Operational Metrics: Pipeline value, conversion rates, and seamless transition from sales to delivery.

What We're Looking For:

• Technical and Sales Balance: Ability to blend deep technical expertise with strategic sales acumen.

• Client-Centric Approach: Strong focus on building trust and relationships through direct practitioner engagement.

• Continuous Business Development: Proven ability to facilitate ongoing sales through service delivery and relationship building.

• Adaptability: Resilience in navigating complex client needs and competitive market conditions.

• Collaboration and Influence: Work effectively with cross-functional teams to support integrated and consistent client strategies.

• Sales Leadership: Aligns daily sales activity to the Verizon Credo, Maintains accurate forecast metrics and reporting, Directs, coaches and mentors sales team to meet/exceed key performance metrics, Measures effectiveness of sales team customer engagement, relationship development and security expertise

• Certifications: One of the following CISSP or CISM primary cybersecurity certifications, with a secondary cybersecurity certification such as CISA, CISM, CCISO, or security technology certifications.

• Experience: 10+ years of experience in cybersecurity leading regional sales teams, with at least 10 years in senior leadership roles driving sales & delivery of security advisory and services across Enterprise, Public Sector, and Mid Market segments.

Even Better if you have one or more of the following:

• Degree in Cybersecurity, Information Security, or related field; MBA preferred

• Proven track record of implementing innovative solutions that have resulted in market leadership and enhanced profitability

• Demonstrated ability to lead, motivate, and manage high-performing sales teams to achieve exceptional results, course correct low performers

• Strong financial acumen with experience in P&L management and strategic business planning

• Exceptional communication and negotiation skills, with the ability to influence C-suite executives and board members

Where will you be working:

This is a hybrid role with geographic flexibility with a preference for a location nearby to major US metropolitan centers and ease of ability to travel.

The Sr. Director of Cybersecurity Sales will be pivotal in driving Verizon's growth through a practitioner-based sales model, ensuring seamless integration of sales and service delivery to build client trust, optimize profitability, and maintain a strong innovation pipeline.

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