Accomplished solution-oriented Account Executive with demonstrated success in selling cybersecurity services to Enterprise accounts. The primary focus of this Account Executive will be growing and protecting a current set of Coalfire services within a defined set of accounts with a focus on Coalfire Advisory services. In addition to expanding key existing client relationships, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads. This role comes with experience in developing and navigating complex account planning/strategies to help them solve some their Cyber Security and Compliance challenges. This role will be able to position Coalfire Advisory services with their customers leveraging best in class resources and cross-functional teams to grow strategic accounts.
What You'll Do
Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings
Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities
Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals
Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties
Establish a repeatable process for deal review, approval, and deal execution
Support building market awareness internally and externally for our Cybersecurity portfolio service offerings
Make an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goals
Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives.
Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements.
Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies.
Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations.
Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce.
Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis.
Develop business with new buyers and business units within existing accounts.
Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity
What You'll Bring
6+ years of experience with direct sales or account management in a B2B sales environment, preferably selling professional services to the mid-market and enterprise
Proven history of quota attainment, forecast accuracy, pipeline generation, and prospecting new business
Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CPO, Business Executives, and GRC leaders
Excellent presentation, verbal, and written communication skills
Exceptional closing skills
Strong strategic thinking, analytical, and leadership skills
Critical thinking skills to determine the best solution out of multiple “correct” options.
The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision
Must be able to work with a hunter’s mentality within existing accounts.
Ability to travel up to 30% on a monthly basis.
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Bonus Points
Desire and ability to understand and relate complex product technology, services, strategy, and direction
CCSK
Experience with Solution Selling, Force Management, and MEDDPICC
Proficiency in Salesforce, Zoominfo, LinkedIn Sales Navigator, and Outreach
