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Account Executive - AI, Cloud and Compliance Advisory

1 month, 3 weeks ago
United States
Full-time
Senior
Account Executive
Cybersecurity
Cybersecurity HIPAA Salesforce SOC
Apply Now
Coalfire

Coalfire

Coalfire is a cybersecurity advisor that helps organizations avert threats, reduce risk, and turn security into a competitive advantage, fueling their success.

Internet Software & Services
251-1K
Founded 2001
$9M raised
View All Jobs 13

Description

  • Develop and drive business development initiatives aligned with the cybersecurity portfolio.
  • Create and execute quarterly business development plans, coordinating internal and external resources.
  • Prepare quarterly reviews on business prospects and market conditions.
  • Build cross-functional working relationships with project management, delivery, and marketing teams.
  • Establish a repeatable process for deal review, approval, and execution.
  • Support market awareness for cybersecurity portfolio service offerings internally and externally.
  • Manage account planning, client procurement, follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal development, SOW development, and revenue goals.
  • Engage clients in strategic discussions on cybersecurity and IT strategy.
  • Develop relationships with client executives and position accounts for follow-on advisory work.
  • Lead pursuit teams, contribute to proposals and pricing strategies, and present solutions to clients.
  • Maintain customer strategy while using sales tools such as Salesforce.
  • Develop business with new buyers and business units within existing accounts.
  • Manage leads from origination through qualification and conversion into new opportunities.

Requirements

  • 6+ years of direct sales or account management experience in a B2B environment, preferably selling professional services to mid-market and enterprise clients.
  • Proven success in quota attainment, forecast accuracy, pipeline generation, and prospecting new business.
  • Experience in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI, and/or cloud technology.
  • Experience building relationships with C-level executives, including CISO, CIO, CEO, CFO, COO, CPO, business executives, and GRC leaders.
  • Excellent presentation, verbal, and written communication skills.
  • Strong closing skills, strategic thinking, analytical ability, and leadership skills.
  • Ability to solve complex technical problems and remove obstacles diplomatically with little supervision.
  • Hunter mentality within existing accounts.
  • Ability to travel up to 30% monthly.
  • Bachelor’s degree or equivalent combination of education and work experience.
  • Preferred: CCSK certification.
  • Preferred: Experience with Solution Selling, Force Management, and MEDDPICC.
  • Preferred: Proficiency in Salesforce, ZoomInfo, LinkedIn Sales Navigator, and Outreach.

Benefits

  • Flexible work model with the option to work from home or an office.
  • Paid parental leave.
  • Flexible time off.
  • Certification and training reimbursement.
  • Digital mental health and wellbeing support membership.
  • Comprehensive insurance options.
  • Employee resource groups and opportunities to join in-person and virtual events.

Interested in this position?

Apply directly on the company website

Apply Now

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