Key skills
Federal sales experienceIT Compliance knowledgeCybersecurity knowledgeSalesforce experienceSalesloft experienceZoomInfo experienceCustomer service skillsProblem-solving approachExceptional work ethicSalesforceCommunicationAccount ManagementSales
About this role
ControlCase is the leading global provider of certification, cybersecurity, and continuous compliance services. They are seeking a qualified Account Executive to drive sales and develop customer relationships while providing direction on IT Security Compliance needs.
Responsibilities:
- Attain the annual sales quota established for your defined set of clients and/or assigned territory
- Develop and maintain executive and departmental relationships with assigned clients
- Establish and implement short-range and long-range goals and objectives for each account
- Develop and present project, service, and product quotes and proposals to clients
- Provide a consultative approach to customer relationships
- Always have an eye on upsell and expansion opportunities. There will be a defined upsell quota
- Deliver proactive outreach to customers regularly
- Deliver Strategic Business Reviews multiple times a year internally, to clients, and to partners
- Monitor customer health independently and through the internal dashboard, and proactively work with internal teams and customers to reduce churn and preserve at-risk clients
- Maintain sales forecasts, key contacts & roles, account notes, and other related documentation in Salesforce for all assigned accounts
- Have visibility into accounts receivable status and assist with any delinquencies as needed
Requirements:
- 3 – 7 years of work experience in an outbound hunting sales quota-carrying account management role
- Federal sales experience with compliance audit frameworks
- Understanding of technology, including knowledge of compliance, cybersecurity & network postures
- Ability to navigate demanding customers and situations
- Ability to travel to client, partner, and conference sites
- Strong written and verbal communication
- Solid customer service and organizational skills
- Customer-first approach
- An active approach to solving problems and receiving feedback
- Exceptional work ethic
- Salesforce, Salesloft, ZoomInfo experience
- 4-year bachelor's degree from an accredited institution
- A strong background in IT is needed, and a background in IT Compliance and Cybersecurity is highly desired
- Experience working collaboratively with the channel, specifically MSPs, is highly desired