Account Executive – AI, Cloud, Compliance Advisory

Role Overview

• 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 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

Requirements

• 6+ years of experience with direct sales or account management in a B2B sales environment, preferably selling professional services to the mid-market and enterprise
• Proven history of quota attainment, forecast accuracy, pipeline generation, and prospecting new business
• Proven expertise in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI, and/or cloud technology
• Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CPO, Business Executives, and GRC leaders
• Excellent presentation, verbal, and written communication skills
• Exceptional closing skills
• Strong strategic thinking, analytical, and leadership 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 30% on a monthly basis.
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Tech Stack

• Cloud
• Cyber Security

Benefits

• paid parental leave
• flexible time off
• certification and training reimbursement
• digital mental health and wellbeing support membership
• comprehensive insurance options