Account Executive – Compliance Services | Remote US
About CoalfireCoalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world. But that’s not who we are – that’s just what we do. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference. And we’re growing fast. We are looking for an Account Executive to join our Compliance Services sales team.Job Summary Accomplished solution-oriented Account Executive and professional with demonstrated success in selling services and technology to Enterprise accounts. In addition to focusing on growing and protecting a current set of Coalfire services, offerings, and capabilities within a defined set of accounts with the ultimate goal of growing the account in specific service/product line, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads when necessary. This role and function comes with experience in developing and navigating complex account planning/strategies, through speaking to C level executives, as well as their teams, to help them solve some their Cyber Security and Compliance challenges. This role will be able to position a defined offering with their customers leveraging best in class multi-practice 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 lead 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
- Achieve an annual renewal rate of at least 90% on all assigned renewals
What You'll Bring
- 7+ years of experience with direct sales or account management in a B2B sales environment
- Demonstrate a consistent and demonstrable track record of achieving annual revenue targets
- Proven history of quota attainment, forecast accuracy, and pipeline generation
- Knowledge of 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, Business Executives, and General Auditor
- Excellent presentation, verbal, and written communication skills
- Proven history of quota attainment and new client acquisition
- Exceptional closing skills
- Strong strategic thinking, analytical, and leadership skills
- Excellent written and oral communication 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 50% 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
- Solution Selling
- Force Management