Generate pipeline through identifying clients who best map to the business use cases we solve, and value created through a consistent prospecting strategy.
Develop and execute a strategic account plan for each enterprise account in your portfolio.
Identify and qualify new business opportunities through a variety of prospecting techniques, including cold calling, networking, and referrals.
Build and maintain strong relationships with key decision-makers and stakeholders, understanding their pain points and aligning our solutions to address their needs.
Conduct thorough discovery sessions and scoping workshops with clients. Deliver persuasive solution presentations to clients, showcasing the value and benefits of our cybersecurity offerings.
Leading clients through proof of value that maps to the quantified business metrics and value formed in discovery.
Ability to align champions, coaches, executive sponsors, and economic buyers through the sales process.
Experience navigating complex legal and financial requirements and driving stakeholders on client side and within the company to completion.
Collaborate with our technical and professional services teams to ensure a seamless onboarding and implementation process for new clients.
Provide ongoing account management to foster long-term client satisfaction and identify opportunities for upselling or cross-selling.
Forecast sales activity and revenue achievement accurately.
Develop and maintain a thorough understanding of the competitive landscape and industry trends.
Attend industry conferences and events to build your network and promote our company.

Requirements

10+ years of experience in solution sales in the cybersecurity industry.
Proven track record of meeting or exceeding sales targets.
Proven history of generating pipeline through consistent prospecting process
Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal teams.
Strong organizational and time management skills, with the ability to manage multiple accounts and priorities.
Self-motivated and able to work independently while also collaborating effectively with cross-functional teams.
Expertise selling cybersecurity managed services or professional services.
Knowledge of sales methodologies such as MEDDICC or MEDDPICC
Experience with Knowledge of Command of The Message value-based sales approach.

Benefits

401(k), including an employer match of 100% of the first 3% contributed and 50% of the next 2% contributed
Medical, Dental, and Vision Insurance (available on the 1st day of the month following your first day of employment)
Group Term Life, Short-Term Disability, Long-Term Disability
Voluntary Life, Hospital Indemnity, Accident, and/or Critical Illness
Participation in the Discretionary Time Off (DTO) Program
11 Paid Holidays Annually
Travel and home office needs will be accommodated

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

solution salescybersecurityprospectingsales methodologiesMEDDICCMEDDPICCvalue-based salesaccount managementsales forecastingupselling

Soft Skills

communicationinterpersonal skillsrelationship buildingorganizational skillstime managementself-motivatedcollaborationproblem-solvingnegotiationpresentation skills