Sell and expand Coalfire Advisory cybersecurity, AI, cloud, and compliance services within enterprise accounts. Drive new business, account planning, pipeline generation, proposal and SOW development, and C-level engagement. Coordinate cross-functional teams, manage MQLs through qualification, and meet revenue targets while traveling up to 30%.
About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
Position Summary
Accomplished solution-oriented Account Executive with demonstrated success in selling cybersecurity services to Enterprise accounts. The primary focus of this Account Executive will be growing and protecting a current set of Coalfire services within a defined set of accounts with a focus on Coalfire Advisory services. In addition to expanding key existing client relationships, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads. This role comes with experience in developing and navigating complex account planning/strategies to help them solve some their Cyber Security and Compliance challenges. This role will be able to position Coalfire Advisory services with their customers leveraging best in class resources and cross-functional teams to grow strategic accounts.
What You'll Do
- 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
What You'll Bring
- 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
Bonus Points
- Desire and ability to understand and relate complex product technology, services, strategy, and direction
- CCSK
- Experience with Solution Selling, Force Management, and MEDDPICC
- Proficiency in Salesforce, Zoominfo, LinkedIn Sales Navigator, and Outreach
Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at [email protected].
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