Position Summary
Accomplished solution-oriented Sales professional with demonstrated success in selling Cybersecurity services to enterprise, mid-market and emerging accounts across all key verticals, including, financial, high-tech, healthcare, retail, consumer products, energy, telecommunications, etc. The Account Executive function is able to communicate effectively with C level executive teams to understand their initiatives and build effective DivisionHex security programs that address their strategy. The primary focus for this role is to position and sell DivisionHex Cybersecurity consulting and managed services, offerings, and capabilities within a defined set of prospects and select existing customer accounts.
These offerings include Penetration Testing (AI, Network,Application, Mobile, Hardware, Social Eng, Physical), Adversary Services, Exposure Management, Threat Hunting, Dark Web Monitoring, IR Playbook Reviews, Cyber Maturity & Risk Assessments, TPRM, CISO Advisory, etc.
This Account Executive Role role is focused on growth, establishing net new client relationships for DivisionHex (a division of Coalfire). Our territory model is flexible (pick your accounts and leverage your network). The role will also be responsible for "cross-selling" DivisionHex services into existing Coalfire clients not currently utilizing DivisionHex. As a result of Coalfire's marketplace reputation and demand generation investments, this role should also expect in-bound leads. In summary, we're looking for a consultative sales professional with a bias for hunting, passion for cyber security, and a strong network.
What You'll Do
In addition to hunting new prospects, you will also work with a select grouping of existing DivisionHex customers that represent immediate opportunity to build and grow programmatic offensive and defensive security offerings
Create and drive business development initiatives that align with our current and future Cybersecurity portfolio service offerings in order to achieve sales bookings quota
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 reviews on business prospects and market conditions to ensure resources are aligned with business goals
Partner with our pre-sales solution architects for account planning and client engagement
Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication between all parties
Establish a repeatable process for deal review, approval, and lead deal execution
Support building market awareness with clients in your territory both internally and externally for our Cybersecurity 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
Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security 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
Develop business with new buyers and business units within existing accounts
What You'll Bring
6+ years of successful experience with direct Cybersecurity related sales or account management in a B2B sales environment
2-3 years of experience selling security consulting and managed services highly preferred
Demonstrate a consistent and demonstrable track record of achieving annual bookings targets
Proven history of quota attainment, forecast accuracy, and consistent pipeline generation
Knowledge of security market trends, industry participants, new technologies & business models
Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CTO
Candidates that actively maintain a set of C level relationships preferred
Excellent presentation, verbal, and written communication skills
Strong strategic thinking, analytical, and leadership skills
Critical thinking skills to determine the best solution out of multiple "correct" options
Ability to travel 25% - 50% on a monthly basis
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
