ISACA

Compensation

Full Description

About ISACA ISACA® (www.isaca.org) champions the global workforce advancing trust in technology. For more than 55 years, ISACA has empowered its community of 185,000+ members with the knowledge, credentials, training and network they need to thrive in fields like information security, governance, assurance, risk management, data privacy and emerging tech. With a presence in more than 190 countries and with nearly 230 chapters worldwide, ISACA offers resources tailored to every stage of members’ careers—helping them to thrive in a rapidly changing digital landscape, drive trusted innovation and ensure a more secure digital world. Through the ISACA Foundation, ISACA also expands IT and education career pathways, fostering opportunities to grow the next generation of technology professionals. Overview The Sales & Partner Enablement Director, Market Expansion within the Academic & Workforce Partnerships Division (APWD) leads the design and execution of a best-in-class B2B sales enablement function to accelerate institutional adoption and expansion of ISACA credential content and drive revenue growth across priority APWD markets. This role translates APWD’s strategic priorities into actionable programs, tools, and insights that empower the team to succeed, including persona-based messaging, sales content, market development strategies, and nurturing initiatives that strengthen the ISACA brand, fuel growth, and drive revenue. The Director also supports partner enablement, equipping academic institutions with the guidance, marketing expertise, and resources necessary to successfully launch and promote credential-integrated programs. The role combines deep expertise in B2B sales with the ability to build scalable systems, assets, and cross-functional alignment, ensuring the APWD team has the clarity, tools, and support needed to consistently succeed in every market. Responsibilities Sales Enablement Strategy & Field Activation Develop and lead the enterprise-wide B2B sales enablement strategy to accelerate institutional adoption and revenue growth. Establish scalable frameworks, tools, messaging, and performance standards that drive consistent field execution, pipeline expansion, and measurable market impact across priority segments. Partner Enablement & Institutional Success Define and oversee a comprehensive partner enablement strategy that equips academic institutions with onboarding frameworks, go-to-market guidance, and performance resources to ensure successful program launches, credential adoption, and long-term institutional retention. Sales Training & Product Alignment Provide executive-level leadership in aligning Sales and Product strategy, ensuring onboarding and ongoing sales training reflect institutional value propositions, market intelligence, competitive positioning, and revenue priorities. Drive adoption of consultative, value-based selling practices across the division. Playbooks, Messaging & Sales Assets Oversee the development and continuous optimization of segment-specific playbooks, messaging architectures, objection-handing frameworks, and consultative sales materials tailored to institutional decision-makers. Ensure all assets align with strategic positioning and growth objectives. Channel & Nurture Enablement Lead the strategic design of channel-specific enablement and nurture frameworks, including campaigns, dashboards, performance analytics, and tools that drive awareness, pipeline acceleration, and revenue attainment across markets. Cross-Functional Leadership & Execution Serve as a senior strategic liaison across Marketing, Product, Research, and Analytics, ensuring cross-functional alignment, disciplined execution, and accountability to APWD growth goals, timelines, and enterprise priorities. Market Expansion & Category Development Identify, evaluate, and prioritize new market expansion opportunities aligned with institutional demand, competitive landscape insights, and ISACA’s category positioning. Develop strategic frameworks and business cases that position ISACA for sustained growth within emerging segments. Pilot Programs & New Revenue Models Lead the design, validation, and executive oversight of pilot programs and market entry strategies to test new partner types, distribution channels, and revenue models. Establish clear success criteria and scalability pathways to inform long-term investment decisions. venue models. Strategic Initiative Packaging & Scaling Translate emerging initiatives into operationalized, repeatable programs with defined governance structures, performance metrics, and cross-functional alignment. Ensure successful transition from concept to scalable execution that drives measurable business impact. Qualifications Required Field of Study: Bachelor’s degree in Business, Marketing, Sales, Education, Workforce Development, or a related field. Minimum Years of Experience Required: 10+ years of experience in a related field, including a minimum of 5 years in a leadership role, leading a department or function with responsibility for strategic planning, budgeting, and organizational performance while managing professional-level teams and strategic initiatives. Description of Minimum Experience Required: Proven experience in sales enablement or business development, ideally within education content, publishing, or technology sectors, with a focus on higher education enrollment and retention strategies. Demonstrated understanding of the K-12 education market is preferred. Experience developing and implementing strategies that drive institutional adoption, partner engagement, and measurable growth. Track record of collaborating with internal teams and external stakeholders, including academic institutions, corporate partners, and community organizations, to achieve strategic objectives. Ability to translate market insights into actionable programs and tools that support revenue growth, partner success, and organizational goals. Preferred Field of Study: Master’s degree in Business Administration, Marketing, Organizational Leadership, or related field is preferred. Preferred Years of Experience: 12+ years of experience in a related field, including a minimum of 5 years in a leadership role, leading a department or function with responsibility for strategic planning, budgeting, and organizational performance while managing professional-level teams and strategic initiatives. Description of Preferred Experience: Proven ability to build strong, trust-based relationships with institutional clients and partners, serving as a strategic advisor and consultant to support long-term organizational goals. Experience operating in a consultancy or agency-style model, providing tailored solutions, problem-solving guidance, and strategic recommendations to diverse stakeholders. Track record of influencing senior leaders and decision-makers, driving alignment and adoption of programs, products, or initiatives. Demonstrated success in fostering collaborative partnerships that deliver measurable impact, growth, or value for both the organization and institutional clients. Certification and Licensing Requirements: Value Selling or Equivalent Competencies/Skills Required: Experience with effective sales and partner enablement, marketing methods and sales techniques. Demonstrated success in building or leading a strategic sales enablement function in a high-growth, multi-stakeholder environment. Strong grasp of solution-based and value selling, institutional partnership development, and stakeholder communications. Proven ability to lead cross-functional initiatives that drive revenue through market expansion and sales activation. Track record of building strong, trust-based relationships with institutional clients and partners, serving as a strategic advisor and problem-solver, like consultancy / agency model. Exceptional written, visual, and verbal communication skills and able to distill complexity into clarity with impeccable storytelling skills. Experience supporting sales or partnership teams across multiple markets or regions. Knowledge of ISACA and/or credentials and certifications programs Knowledge of higher education, workforce development, and/or non-for-profit organizations. Knowledge of current issues and trends in higher education and their respective processes. Skill in presenting to groups large and small, and in one-on-one settings. Skill in verbal and written communications. Skill in establishing and maintaining internal collaboration efforts. Skill in providing exceptional project management. Skill in exercising discretion and sound judgment. Skill in strategic planning and organization. Skill in conducting market research and competitive analysis. Skill in conflict resolution and problem solving. Travel Requirements: Up to 40% Ability to travel on a quarterly basis to support business development meetings with Higher Education Institutions and attend industry conferences and events throughout the year. Travel expectations are approximately 80% domestic and 20% international. Equal Opportunity Employer (EEO) ISACA is proud to be an equal opportunity employer. ISACA is committed to building an environment of diversity, equity, and inclusion where equal employment opportunities are available to all applicants and employees without regard to race, color, religion, sex (including pregnancy and gender identity), national origin, age, ancestry, disability, genetic information, citizenship, sexual orientation, veteran status, marital status, familial status, military discharge status, or any other characteristic or status protected by federal, state, or local law. We support an inclusive workplace where employees excel based on merit, qualifications, experience, and ability. Posted Salary Range USD $133,304.00 - USD $199,956.00 /Yr. Benefits Information Benefits Information available below: ISACA Career Opportunities and Benefits