Coalfire

Compensation

Full Description

Job Description: • 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: • 7+ 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 Benefits: • paid parental leave • flexible time off • certification and training reimbursement • digital mental health and wellbeing support membership • comprehensive insurance options