Job Description#LI-CR2 #LI-Hybrid
ResponsibilitiesWe are seeking a high-performing
Account Executive to support the growth of our
national cybersecurity Advisory and Governance, Risk & Compliance (GRC) practice. This role is ideal for a consultative seller who understands how cybersecurity, regulation, and enterprise risk intersect-and can translate that into meaningful outcomes for clients.
You will work closely with senior cybersecurity, GRC, and industry specialists to help organizations address regulatory requirements, manage cyber risk, and improve security maturity across IT, OT, and emerging technology environments.
This is not a product sales role. You will be selling
expert-led advisory services to companies of all sizes and industries.
The ideal candidate would have an established network of decision-making relationships and a portable book of business they can leverage within the first 90 days. A minimum of 5 years of proven sales experience in Cybersecurity/Privacy, Governance Risk & Compliance Advisory Services, vCISO, and Penetration Testing services.
Essential Functions and Primary Duties- New Business Development: Act as a "hunter" responsible for acquiring new clients for the firm and creating their own book of business.
- Product and Service Representation: Develop a deep and comprehensive understanding of our company's products and services. Stay aware of evolving technologies and shifting regulatory requirements, and how they impact client needs.
- Sales Quotas: Meet monthly and quarterly annual sales quotas through the successful implementation of sales and marketing strategies and tactics.
- Lead Generation: Generate leads and build relationships by planning and organizing daily work schedules to call on existing or potential sales outlets.
- Action Plan: Develop and implement an action plan through comprehensive data analysis, adjusting sales techniques based on field interactions and results.
- Daily and Monthly Responsibilities
- Maintain working relationships with existing clients to ensure exceptional service and identification of potential new sales opportunities.
- Identify appropriate prospects, set appointments, make effective qualifying sales calls, and manage sales cycle to close new business in all service categories offered.
- Prepare professional, complete, concise, and accurate proposals and other documentation as required for executive-level presentations.
- Achieve sales goals by assessing current client needs and following a defined selling process with potential buyers, working in tandem with our subject matter experts.
- Regularly report on sales pipelines to CBIZ executives.
Preferred Qualifications- Experience selling Cybersecurity services
- Familiarity with frameworks and regulations such as:
- NIST CSF, NIST 800-53/800-82
- SEC cyber disclosure rules
- NYDFS 23 NYCRR 500
- ISO 27001, 27701, 42001 and others
- GLBA, HIPAA, or industry-specific regulations
- Understanding of how audits, exams and assessments are conducted.
- Strong discovery skills to uncover pain points with clients related to regulatory pressures, recent incidents, enterprise risk, OT/IT convergence issues.
- Experience selling into regulated industries (financial services, healthcare, energy, maritime, real estate, critical infrastructure) is a plus.
- Excellent communication, interpersonal, problem-solving, presentation, and organizational skills.
- Proficiency with sales management software and CRM, preferably ConnectWise and/or Salesforce.
- Proficiency with Microsoft Office (Word, Excel, PowerPoint, Outlook, OneNote, and OneDrive, among others)
- Ability to build trust in customers by presenting offerings with confidence and integrity.
- Ability to travel and attend off-hours events locally and nationally.
- Proven success rate at levels above quotas.
- Ability to balance persuasion with professionalism.
- Strong organizational skills and attention to detail.
- Experience selling RPA/Intelligent Automation, AI, Data Analytics Technologies, MSP, MSSP, Cloud & Infrastructure, or ERP implementations are a plus (e.g., Sage Intacct, Acumatica, NetSuite).
- The successful candidate will have a Bachelor's degree, preferably in Information Technology, Information Security, Engineering, or another technical discipline.
- Three years of direct sales experience
- Cybersecurity industry knowledge.
- Excellent verbal and written communication skills.
- Ability to manage time effectively.
- Cybersecurity related certifications are a plus.
QualificationsMinimum Qualifications- High School Diploma or GED required
- Less than 3 years of proven business development experience
- Must maintain current required licenses and certifications relevant to field of expertise
- Demonstrate the ability to communicate verbally and in writing throughout all levels of organization, both internally and externally
- Proficient use of applicable technology
- Ability to work in team environment as well as independently
- Ability to analyze and prioritize multiple responsibilities
- Proven track record of meeting sales targets
- Results driven and customer focused
- Must be able to travel based on client and business need
