23 days old

Senior Director, Corporate Development

Trustwave Holdings, LLC
Chicago, IL 60601
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Trustwave Holdings, LLC

Trustwave is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

Category: Sales & Business Operations
Team: Corporate Development
Location: Chicago, IL


Trustwave helps businesses fight cybercrime, protect data and reduce security risk. With cloud and managed security services, integrated technologies and a team of security experts, ethical hackers and researchers, Trustwave enables businesses to transform the way they manage their information security and compliance programs. Trustwave delivers automated, efficient and cost-effective threat, vulnerability and compliance management. Trustwave is headquartered in Chicago, with customers in 96 countries. For more information about Trustwave, visit https://www.trustwave.com.

Position Summary:

Working from a home office with ability for substantial travel, the Senior Director of Corporate Development is a field professional reporting to the Senior Vice President of Corporate Development whose primary responsibility is to develop new partnerships in an assigned geographic region. You will be responsible for establishing relationships with key decisions makers and influencers in the field of cyber security with a particular emphasis on threat detection and response, leveraging your experience and expertise to create new growth opportunities for Trustwave. The Senior Director of Corporate Development must be independent, innovative, entrepreneurial, creative and knowledgeable with the ability to bring large opportunities to successful outcomes. The Senior Director of Corporate Development will be forward-thinking and effectively negotiate terms that benefit Trustwave and our customers. The ideal candidate enjoys solving complex prems, works effectively with cross-functional teams, exhibits Trustwave core values, and thrives in a fast-paced setting that is constantly evolving. This role is part of the global Corporate Development team which is responsible for generating, managing, and executing some of Trustwave's most complex and high impact partnership engagements.

Primary Responsibilities:
  • Delivers new business opportunities to meet or exceed revenue goals.
  • Create new strategic partnerships aligned to organizational strategy.
  • Works collaboratively with organizational leadership to successfully identify and close long-term strategic partnerships.
  • Analyze competitive data and industry trends to better understand the value and impact on the business.
  • Successfully address key concerns and present mutually beneficial solutions.
  • Build trust and successful relationships during the sales process to ensure finalization and closure of contracts.
  • Define partnership strategies and go-to-market plans to meet regional and national objectives.
  • Evaluate the economic and strategic cost-benefit of partnerships.
  • Provide deep subject matter expertise. Be able to understand the business needs, understand the solution options, and be able to effectively describe and demonstrate how these solutions meet the needs of the customer.
  • Oversee the proposal process as it relates to identifying the right opportunity, coordinating with internal stakeholders, designing solutions, and meeting all deadlines.
  • Identify key stakeholders to build relationships and credibility within partner organizations and help them realize the full potential of Trustwave.
  • Drive business planning, goal setting, and consensus working with cross-functional teams (Legal, Finance, Marketing, Product, etc.) to achieve those business objectives
  • Be accountable for achieving sales targets with opportunities that align to Trustwave's product roadmaps and strategic financial goals.
  • Analyze the market to prioritize target partners, present business cases and negotiate partner agreements

  • 10 years in strategic partnerships, or direct customer sales experience, is required.
  • Expert-level knowledge of and experience in cyber security marketplace, is required
  • Strong persuasion, prioritization, and relationship building skills are essential; and comfort influencing partners and co-workers at all levels of an organization.
  • Demonstrated success working in a cross-functional environment.
  • Demonstrated success in understanding the complex sales process.
  • Team player. Enjoys collaborative work environment and can demonstrate proven success.
  • Independent, demonstrates initiative and requires minimal supervision.
  • Ability to generate relationships with significant cyber security decision-makers. Understands how to network.
  • Demonstrated knowledge of policy issues impacting cyber security sales.
  • Demonstrated experience successfully collaborating with all levels of administration, including senior management staff and senior level customers.
  • Outstanding work ethic with ability to manage multiple projects and priorities simultaneously
  • End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.
  • Demonstrated ability to think strategically and creatively while applying sound business judgment and quantitative analytics.
  • Excellent oral and written skills to communicate complex issues and influence others internally and externally.

Key Capabilities:
  • Customer Centric - Acts with a strong customer mindset (both internal and external) and is a visible advocate for the customer. Builds strong relationships with customers and uses those to improve their experience and outcomes.
  • Delivering Financial Results - A strong track record of delivering sales and profitability against budgets and commitments.
  • Communications - A great communicator who engages teams and stakeholders with thoughtful delivery and messages that resonate.
  • Works well in a matrix - Models collaboration, solves prems with peers, builds trust and support.
  • Takes personal responsibility - Can be relied on to complete tasks timely and well, demonstrates "ownership" regardless of the outcome, proactive in exploring and exploiting new opportunities.
  • Manages customer expectations - Works closely with the sales team to outline expectations for deliverables without customer escalation.
  • Fully engaged in growing the business - By building a reputation within Trustwave as someone capable of growing the business, proactively problem solving, and offering suggestions on how we can improve as an organization.

  • Responding constructively to others' ideas and suggestions.
  • Encouraging active participation and cooperation within the team.
  • Finding solutions to prems that impact performance.
  • Helping others to manage the emotional impact of change.
  • Embracing change and proposing more effective ways of working.
  • Able to tackle unforeseen challenges using existing resources
  • Anticipating stumbling blocks, customer questions, and developing contingency plans.
  • Recognize and regulate your emotions and behaviors with internal and external teams.
  • Recognize others' emotions and perspectives and take them into account.
  • Communicating openly and honestly with colleagues and customers.
  • Taking personal responsibility for the quality and content of your work.
  • Effectively communicate and demonstrate Trustwave's values, culture, and student focus.
  • Demonstrate high standards for trustworthiness, dependability, and decency.

  • We prefer college-educated applicants, but at minimum, high school diploma or equivalent is required for employment.

To All Agencies:

Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave's policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.

Posted: 2020-08-29 Expires: 2020-09-30

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Senior Director, Corporate Development

Trustwave Holdings, LLC
Chicago, IL 60601

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