Account Executive – Cyber Security Sales
| Company | Coalfire |
|---|---|
| Location | Iowa, USA, Minnesota, USA, Wisconsin, USA, Missouri, USA, Ohio, USA, Indiana, USA, Michigan, USA, Illinois, USA |
| Salary | $78000 – $135000 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level, Senior |
Requirements
- Minimum 4-6 years of experience with direct cyber security 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
- 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
- Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Responsibilities
- In addition to hunting new prospects, you will also work with a select grouping of existing Coalfire 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 internally and externally for our Cyber Security 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 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
- Develop business with new buyers and business units within existing accounts
- Ability to travel 25%
Preferred Qualifications
- 2-3 years of experience selling security consulting and managed services highly preferred
- Candidates that actively maintain a set of C level relationships preferred