Lead BU Sales Specialist, MD - Cyber Risk Advisory

The Opportunity:

This position is singularly responsible for owning cyber sales across ACA (including previously broken out portfolio company sales and core CCO sales). This position will seek to proactively identify and develop sales opportunities for ACA products and services. This position will lead the overall combined sales team of portfolio company and core sales reps. This position is also responsible for working with ACA’s Sales and Marketing teams to develop sales and marketing strategies as well as identify and assist with developing new products and services. 

What you’ll do:

• Lead the newly combined cyber team with a customer-centric approach, prioritizing customer success and growth
  • Tracks and provides feedback on product-market fit
    • Has mechanisms in place to stay current with product-market fit across cyber markets, actively tests concepts with prospects, provides pricing recommendations, buyer needs, competitors, etc. Provides timely and actionable market feedback to the business
    • Tracks product-level metrics
    • Support new product design / launches (i.e. knows cyber markets beyond what we sell today)
  • Develop and execute proactive customer retention and expansion strategies
  • Analyze customer experience and health metrics, identifying key indicators and trends
  • Educate and influence peers and the team on marketplace dynamics and successful strategies
  • Lead and coordinate all aspects of the sales process to guide prospect opportunities to successful close.
  • Partner with ACA executives on business development priorities and key sales initiatives.
  • Meet or exceed sales and other business development goals.

• Manages the pipeline
  • Knows the sources of leads, the size of each step in the funnel, transition rates.
  • Always monitoring and troubleshooting the numbers
  • Quickly addresses root causes of problems in the pipeline
  • Accurately forecasts on a monthly, quarterly and annual basis

• Works with Marketing on lead generation
  • Primary stakeholder for a dedicated cyber business unit marketer in conjunction with dedicate cyber thought leadership resource
  • Secures resources and allocates effort strategically across different marketing channels
  • Collaborates on designing marketing campaigns
    • • Supplies key words, audience profiles, etc. for digital ads (in collaboration with the business)
      • Works inline with marketing on post-event follow up and leads strategy on developing lead gen from events
  • Personally attends cyber and PE conferences, breakfasts, and other places our unique prospects gather. Is considered the face of the product to the external market
  • Directs sales executive (BDR function) teams on outreach and nurture campaigns
    • Ensures campaigns are well designed, with proper follow up and nurture flows
    • Provides coaching to BDRs
  • Ensures constant monitoring of success rates of different approaches and continuously updates
  • Enhance ACA industry partner relationships to generate additional sales.
• Drives cross-sell
  • Engages regularly (including training, LxLs, and process building) with Account Executives (AEs) to ensure mindshare for their product
  • Gets market feedback from AEs
  • Engages directly with delivery team members to drive referrals
• Manages the team
  • Supervise, train, evaluate, oversee, and provide feedback to junior colleagues.
  • Designs sales model (e.g. hunter/farmer)
  • Performance manages low performers promptly; has authority to let people go
  • Drives consistency in approach across the team

To qualify for the role you must have:

• Market knowledge
  • Deep understanding of cyber market, key competitors and growth opportunities
  • Understands cyber clients. In particular understands all the sub-segments of the market and the reason-to-buy for each segment
• 8+ years’ sales and marketing experience leading a cyber sales team in the GRC or financial services industries targeting mid-sized and large diversified institutions preferred.
• Entrepreneurial attitude with the proven ability to negotiate, influence, deal effectively and successfully close sales.
• Experience developing and implementing sales and marketing strategies for market creation, penetration, and protection.
• Willing to travel – up to 50 percent.

Ideally, you’ll also have:

• Bachelor’s Degree required– major or concentration in business, finance or related field preferred.

Skills and attributes for success:

• Astute in identifying and exploiting new business opportunities within specific niches of the market.
• Ability to work independently, multi-task and prioritize effectively.
• Highly motivated and goal oriented; proactive in one’s own education and career progression; volunteers for and shows initiative on both internal and external projects and tasks.
• Ability to establish and maintain effective working relationships with colleagues.
• Proficient with Microsoft Office applications, Salesforce or other CRMs, and Adobe Acrobat.
• Dedicated to upholding ACA’s high-quality standards and customer service focus.
• Strong organizational and problem-solving skills with attention to detail.
• Strong oral and written communication skills.

What working at ACA offers:

We offer a competitive compensation package where you’ll be rewarded based on your performance and recognized for the value you bring to our business. Our Total Rewards package includes medical and dental coverage and 401(k) plans, and a wide range of paid time off options as well as a flexible work environment. You’ll also be granted time off for designated ACA Paid Holidays, Summer Fridays, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being. We also offer unique benefits such as Student Debt Forgiveness and Pet Insurance.

About ACA:

ACA Group is the leading governance, risk, and compliance (GRC) advisor in financial services. We empower our clients to reimagine GRC and protect and grow their business. Our innovative approach integrates consulting, managed services, and our ComplianceAlpha® technology platform with the specialized expertise of former regulators and practitioners and our deep understanding of the global regulatory landscape.

What we commit to:

ACA is firmly committed to a policy of nondiscrimination, which applies to recruiting, hiring, placement, promotions, training, discipline, terminations, layoffs, transfers, leaves of absence, compensation and all other terms and conditions of employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.