Major Account Executive | Remote US

Job Description

• Accomplished solution-oriented Major Account Executive and professional with demonstrated success in selling services and technology to Enterprise accounts • Primarily focused on growing and protecting a current set of Coalfire services, offerings, and capabilities within a defined set of accounts • Experience in developing and navigating complex account planning/strategies, through speaking to C level executives, as well as their teams, to help them solve some their Cyber Security and Compliance challenges • Able to position a defined offering with customers leveraging best in class multi-practice resources and cross-functional teams to grow strategic accounts

Qualifications

• 7 - 10+ years of full cycle sales experience, at least 7 years in Major or Strategic Enterprise Sales within a Professional Services or Cybersecurity environment • Proven ability to build and execute strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas • Experience understanding enterprise customer needs and translating them into achievable goals • Demonstrate a consistent and demonstrable track record of achieving annual revenue targets • Proven history of quota attainment, forecast accuracy, and pipeline generation • 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 • Knowledge of market trends, industry participants, new technologies & business models • 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 • 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

• Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings • Manage the strategic selling cycle for high profile Major accounts • Sell deeper and wider into major accounts. Identifying requirements from other departments within an assigned account and then configuring an appropriate offering from our portfolio to meet those needs • 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 • 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 • 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