Business Development Director – 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 Business Development Director to join our Compliance Services sales team.Job SummaryAccomplished solution-oriented Business Development Director and professional with demonstrated success in selling services and technology to Enterprise prospects and leads. The Business Development function is able to speak to C level executives, as well as their teams, to help them solve some of the most challenging Cyber Security problems utilizing best in class multi-practice resources and cross-functional teams to build new strategic accounts. Primarily focused on hunting a defined set of new logos/prospects for the introduction of Coalfire compliance services, offerings, and capabilities with the ultimate goal of driving to land the first sale.
What You'll Do
- Heavy outbound hunting focus to identify, target, and land new logos
- Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity
- Develop and drive business development initiatives that align with our current and future compliance 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 and compliance 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
- Travel regularly to engage with prospects and clients in person
- Develop business with new buyers and business units within existing accounts
- Deliver accurate forecasts to monthly and quarterly goals
What You'll Bring
- 5+ 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