Sales Operation Associate, Cyber & Data Resilience

Kroll, a division of Duff & Phelps and part of the Governance, Risk, Investigations and Disputes business unit, is the leading global provider of risk solutions. For more than 45 years, Kroll has helped clients make confident risk management decisions about people, assets, operations and security through a wide range of investigations, cyber security, due diligence and compliance, physical and operational security, and data and information management services.

Kroll’s Cyber Risk team works on hundreds of cases a year, including some of the most complex and highest profile matters in the world. With experts based around the world, supported by ground-breaking technology, we can help protect our client’s data, people, operations and reputation with innovative cyber risk assessments, investigations and reporting. We help enable organization to be more cyber resilient by preparing for and detecting incidents through risk assessments, penetration testing and threat detection/intelligence services.

Our clients also count on us for quick and expert support in the event of a cyber breach or attack; we help clients – of all sizes –respond to incidents and restore stability through digital forensics, breach notification, and identity monitoring and restoration services for individuals affected by a data breach.

Kroll’s Identity Theft and Breach Notification (ITBN) practice helps clients and their advisors, including boards of directors, legal counsel, and insurance providers, resolve the myriad complex issues resulting from a data breach. Since 1999, the team has facilitated the response for thousands of breaches across North America impacting over 100 million individuals. ITBN serves organizations from a wide range of industries, such as: healthcare, financial and business services, government, and higher education. Our customized services include notification, call center, and identity monitoring and restoration solutions. In addition to serving business and enterprise clients, ITBN builds and offers a comprehensive identity theft protection service through strategic partnerships. The service is backed by Kroll’s Licensed Investigators, who counsel members and work to remedy problems caused by identity theft.

Position Overview: Kroll is seeking a Sales Operations Associate to be focused on generating and handling qualified leads and supporting the outside sales team through the sales process. The position is responsible for managing multiple opportunities from lead generation through close, including partnering with the sales and consulting team in managing qualified leads, and assisting them with preparing proposals and contracts for each project. The position requires ability to comfortably interact with legal, technical, and senior level client contacts. In addition, this individual must have strong experience and expertise using Salesforce.com.

Responsibilities

• Create proposals for prospective clients based on requirements of the services.

• Create accurate price estimates for breach notification cases, based on population size and scope of services.

• Create and customize contracts for both Cyber Risk and breach notification.

• Create adjustments to contracts when scope changes and/or submit redlined contracts to senior leadership for approval when requested by prospect. Advise senior leadership of the specific issues prompting the red lines.

• Participate in scoping calls to gather additional information regarding the needs of the client to customize the contracts accordingly.

• Determine what breach services will work for clients’ needs/situation.

• Determine appropriate pricing strategy based on level of services.

• Submit and/or perform conflict checks after new prospects are scoped. Ensure conflicts are cleared prior to contracts sent.

• Ensure all paperwork is fully executed prior to engagement, as well as all relevant information aggregated for billing purposes.

• Manage internal processes to kick off and execute against engagements once won. This includes, but is not limited to, ensuring all internal stakeholders are aware of next steps as well as setting up kick-off calls with the client.

• Maintain current contract templates for use by inside sales and other sales stakeholders.

• Setting appropriate expectations with new clients on initial next steps. Ensure prospect/client questions are responded to in a timely manner – whether answered directly or internal stakeholder introduced.

• Ensure quality and accurate sales tracking through CRM.

• Individual will be on call a minimum of one time per month.

Qualifications

• Bachelor's degree or equivalent is preferred, although comparable experience will be considered in lieu of a degree

• Minimum 3-5 years’ experience in sales operations or account management in a technology field preferred

• Ability to work within corporate style guidelines, handle high-volume, fast-paced work levels and deliver assignments according to agreed-upon timelines

• Excellent interpersonal and communication skills (listening, verbal, written)

• Demonstrated ability to design high impact sales presentations

• Must be able to demonstrate strong prospecting and time management skills

• Must have strong phone-based presentation skills and be comfortable leading cold/warm calls with repetitive frequency daily

• Familiarity with data breach, identity theft, cyber and/or risk/legal/privacy technology products preferred

• Self-starter who is goal-oriented and able to work in an entrepreneurial environment

• Must have extensive experience facilitating sales operation processes.

• Must be proficient in using computer systems and office equipment; scheduling, preparing for and managing trade shows and other client events; Word, Excel, PowerPoint, Webex and Salesforce; sales letter writing; presenting solutions via phone and Web

Employment contingent upon successful completion of background investigation. All resumes are held in confidence. No recruiters or agencies without a previously signed contract. No faxes please. Only candidates whose profiles closely match requirements will be contacted during this search.

Kroll is an Equal Opportunity Employer.

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