Job Overview
As an Installed Base Account Executive, you are a self starter who will drive growth by strategically expanding relationships with existing clients, identifying opportunities for service and product adoption and expansion. You will identify customer needs, recommend tailored managed security solutions, and deliver exceptional experiences that support our clients' risk reduction and compliance goals.
Key Responsibilities
- Develop and execute a strategic sales plan targeting customers of various sizes and discipline within assigned territories or verticals.
- Identify, pursue, and close new business opportunities while expanding existing accounts.
- Proactively engage with existing clients to understand their needs and promote cross and upsell opportunities while maintaining a strong trusted relationship.
- Conduct consultative selling through needs analysis, solution presentations, and product demonstrations.
- Provide expert knowledge on managed security services including CMMC, NIST, vulnerability management, compliance, and cloud security.
- Collaborate with customer success and service delivery teams to ensure seamless client onboarding and ongoing satisfaction.
- Manage the full sales cycle from initial prospecting through contract negotiation and ongoing account management.
- Meet or exceed assigned sales targets, KPIs, and pipeline development goals.
- Maintain detailed and accurate records in the CRM (e.g., Salesforce) regarding leads, opportunities, forecasts, and account activities.
- Represent the company at industry events, conferences, webinars, and client meetings.
Requirements
- Bachelor's degree in Business, Information Technology, or related field (or equivalent experience).
- 5+ years of enterprise sales experience-preferably in cybersecurity, IT managed services, or related SaaS sectors.
- Proven track record of consistently meeting or exceeding multi-million dollar sales quotas.
- In-depth understanding of enterprise IT environments, security challenges, and regulatory compliance.
- Demonstrated ability to develop C-level client relationships and lead complex sales engagements with multiple stakeholders.
- Strong knowledge of cybersecurity managed services like SOC, MDR, EDR, vulnerability management, SIEM, etc.
- Excellent communication, negotiation, and presentation skills.
- Self-motivated, results-driven, and able to work independently in a fast-paced, dynamic environment.
Preferred Qualifications
- Experience selling cybersecurity solutions to the defense industrial base, defense industry, or highly regulated industries (e.g., finance, healthcare, government).
- Proven track record of enhancing customer adoption of solutions and services.
- Technical certifications (CISSP, CISM, CompTIA Security+, etc.) are a plus.
- Familiarity with sales methodologies.
Work Environment
- A virtual work environment
Budgeted Pay Range
$110,000-$135,000 USD
