Coalfire is hiring a
Account Executive

Summary

The job is for an Account Executive in the Compliance Services sales team at Coalfire. The role involves growing and protecting current services, new logo hunting, and responding to inbound leads. The individual will develop business development initiatives, create and execute a quarterly business development plan, build relationships with cross-functional teams, engage with clients in strategic discussions, and more.

Requirements

• 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
• 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
• 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

Responsibilities

• 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

Preferred Qualifications

• Desire and ability to understand and relate complex product technology, services, strategy, and direction
• CCSK
• Solution Selling
• Force Management

Benefits

• Flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office
• Company that prioritizes connection and wellbeing
• Be part of a team where people care about each other and our communities
• Opportunities to join employee resource groups, participate in in-person and virtual events
• Competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options
• Equal opportunity and pay equity is integral to the way we do business