Account Executive - DivisionHex (Google SecOps and Wiz Sales)

Coalfire is a cybersecurity company that helps clients solve complex cybersecurity challenges through consulting and managed services. The Account Executive will drive new business and cross-selling for DivisionHex cybersecurity offerings, develop client relationships, manage sales opportunities, and achieve bookings targets.

Responsibilities:

• In addition to hunting new prospects, you will also work with a select grouping of existing DivisionHex customers that represent immediate opportunity to build and grow programmatic offensive and defensive security offerings
• Create and drive business development initiatives that align with our current and future Cybersecurity portfolio service offerings in order to achieve sales bookings quota
• 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 reviews on business prospects and market conditions to ensure resources are aligned with business goals
• Partner with our pre-sales solution architects for account planning and client engagement
• Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication between all parties
• Establish a repeatable process for deal review, approval, and lead deal execution
• Support building market awareness with clients in your territory both internally and externally for our Cybersecurity 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
• Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security 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
• Develop business with new buyers and business units within existing accounts

Requirements:

• Accomplished solution-oriented Sales professional with demonstrated success in selling Cybersecurity services to enterprise, mid-market and emerging accounts across all key verticals, including, financial, high-tech, healthcare, retail, consumer products, energy, telecommunications, etc
• The Account Executive function is able to communicate effectively with C level executive teams to understand their initiatives and build effective DivisionHex security programs that address their strategy
• we're looking for a consultative sales professional with a bias for hunting, passion for cyber security, and a strong network
• 6+ years of successful experience with direct Cybersecurity related sales or account management in a B2B sales environment
• Demonstrate a consistent and demonstrable track record of achieving annual bookings targets
• Proven history of quota attainment, forecast accuracy, and consistent pipeline generation
• Knowledge of security 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, CTO
• Excellent presentation, verbal, and written communication skills
• Strong strategic thinking, analytical, and leadership skills
• Critical thinking skills to determine the best solution out of multiple "correct" options
• Bachelor's degree (four-year college or university) or equivalent combination of education and work experience
• 2-3 years of experience selling security consulting and managed services
• Candidates that actively maintain a set of C level relationships preferred
• Proven experience selling enterprise cybersecurity solutions, including security operations platforms (Google SecOps) and cloud security technologies (Wiz)