• Business Development Manager

    Job Locations US-DC | US-MD-Columbia
    Posted Date 2 weeks ago(11/6/2018 10:24 AM)
    # of Openings
    Business Development
  • Overview

    Focal Point Data Risk is a new type of risk management firm, one that 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, internal audit, identity governance and access management, data privacy and analytics, and hands-on training services. By integrating these services, Focal Point provides clients with the scalable support they need to protect their assets and leverage data across their organizations. Simply put, Focal Point is the next generation of risk management.


    The Senior Business Development Manager (“SBDM”) is responsible for driving the enterprise revenue, adoption, and market penetration of Fortune 1000 accounts. The ideal candidate for Focal Point’s SBDM position will possess both a sales and technical background, which will enable them to drive engagements at the C-level and with technical team mangers. The ideal candidate demonstrates proven managerial expertise and will bring innovative capabilities for developing and executing account acquisition plans. They will be creative and flexible self-starter who can consistently deliver on targeted revenues. Focal Point’s SBDM will report to the Director of Business Development.


    Essential Functions

    • Drive revenue and market share in key market sectors
    • Build and maintain a robust sales pipeline
    • Effectively apply a solution-based sales approach
    • Develop and execute a comprehensive account plan
    • Develop long-term, strategic relationships with key accounts
    • Proactively grow customer relationships within existing accounts
    • Identify and communicate the cyber security needs of Fortune 1000 companies
    • Create innovative ways of introducing integrated solutions to existing Focal Point’s customer base
    • Effectively communicate with C-Level executives
    • Create and articulate compelling value propositions regarding Cyber Workforce Development solutions
    • Work with Focal Point’s marketing team to complete and submit new business proposals
    • Represent Focal Point in professional networking events
    • Deliver sales status updates, reports and other administrative needs.
    • Manage contract negotiations
    • Ensure customer satisfaction and forge relationships with "cold” accounts


    Required Experience

    • 7+ years minimum with technology-related sales, preferably within the arenas of IT, cyber security, and/or corporate training
    • 5+ years minimum with systems integrations and within the finance or technology industries
    • Proven success with identifying, developing, and negotiating large-scale technology opportunities
    • Ability to communicate and present to senior and C-level leadership
    • Knowledge of Fortune 1000 companies, specifically their buying cycles, trending needs, and decision-making processes
    • Excellent written and oral communication skills, specifically focused on solutions-based selling capabilities and software, IT services, and/or staff training

    Required Skills

    • Strong technical understanding of the sales process cycle and how to use Salesforce.com, Data.com and other sales tools
    • Strong technical understanding of software- or solutions-based sales, technology risk consulting sales, or the IT security sales process
    • Intermediate - advanced skills in Microsoft products, including Word, Excel, and PowerPoint

    Educational/Certification Requirements

    • Bachelor’s degree, or 4-year degree equivalency in related work area.

    Travel Requirements

    • This position requires moderate travel.




    Focal Point is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.  If you’d like to view a copy of the company’s affirmative action plan or policy statement, please email hr@focal-point.com.  If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact Chelsea Campbell at 813-402-1208 or recruiting@focal-point.comThis telephone line and email address is reserved solely for job seekers with disabilities requesting accessibility assistance or an accommodation in the job application process. Please do not call about the status of your job application if you do not require accessibility assistance or an accommodation. Messages left for other purposes, such as following up on an application or non-disability related technical issues, will not receive a response.



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