Services is seeking a top-performing client relationship and solution sales executive to pursue clients within its Risk & Financial Advisory (RFA) Hybrid Operate Practice. Candidates should have an entrepreneurial spirit, relevant industry experience and demonstrated selling attributes / techniques.

Our Attack Surface Management and Offensive security teams bring together advanced cloud-based technologies and leading practices to assist our clients, understand, assess, and reduce their attack surface. We help clients analyze, assess, improve, and operate attack surface and offensive security capabilities, ensuring that threats to the organization are identified and addressed in a timely and risk prioritized way.

The Team

The Sales Center of Excellence (COE) supports businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

What you will do:

The Sales Executive (SE) is responsible for selling  Hybrid Operate Attack Surface Management and Offensive Security services to target clients and markets. The role involves:

Develop leads, cultivate a targeted list of prospects and lead sales efforts within the US working closely with Account and Solution leaders

Drive net-new opportunities from multiple channels including direct and third-party relationships, including ecosystems and alliances

Develop relationships and collaborate with leadership to formulate and execute on a go-to-market strategy

Building go-to-market strategies to differentiate positioning with vendors and clients.

Identify and influence key decision-makers at all levels within the client organization

Assume multiple roles in various pursuits with account teams and practice leaders as it relates to qualifying, pursuing and closing opportunities

Play a leadership role by driving pursuits, contributing to the development of proposals, and coaching the team through orals preparation.

Develop strategic and tactical plans to meet or exceed sales objectives

Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team

Manage internal sales activities to ensure consistent approach to marketplace across geography and industry groups

Manage proposal development and make live oral presentations that win new business

Represent by spending time in the field, and at conferences/policy forums

Required Qualifications:

10+ years prior success as a business development manager and/or sales professional.

5+ years of experience selling Attack Surface Management and Offensive Security services offerings and products into complex clients and to C-Suite level buyers

Successful track record in selling transaction-based consulting services characterized by long sales cycles and significant dollar transactions

Existing and/or evolving in-depth understanding of the attack surface and offensive security market, including knowledge of vulnerability management, application security, penetration testing, threat intelligence, red teaming, breach attack surface and other automated attack techniques. Knowledge of relevant vendors in these spaces would be beneficial, including vendors such as Qualys, Tenable, Kenna Security, SafeBreach, ServiceNow, Rapid7

Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries

Expertise in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients.

Success in working closely with service line leaders, partners, practitioners and other sales executives to develop strategies and tactics that drive targeted programs and win business

Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

Exceptional communication skills

Preferred:

Strong relationships with market leading solution manufacturers

Bachelor's Degree or commensurate work experience

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.