Business Development Director

Full Time
Opening date
Closing date
3 Mar 2022

The Business Development team is looking for an accomplished solution-oriented Business Development Director and professional with demonstrated success in selling services and technology to Enterprise accounts. This personย is able to speak to C level executives, as well as their teams, to help them solve some of the most challenging Cyber Security problems utilizing best in class multi-practice resources and cross-functional teams to build new strategic accounts. Primarily focused on the introduction of Coalfire services, offerings, and capabilities within a defined set of prospects with the ultimate goal of driving to land the first sale.

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 lead 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 clientโ€™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

What You’ll Bring

  • 4-6 years of experience with direct sales or account management in a B2B sales environment
  • Demonstrate a consistent and demonstrable track record of achieving annual revenue targets
  • Proven history of quota attainment, forecast accuracy, and pipeline generation
  • Knowledge of market trends, industry participants, new technologies & business models
  • Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, Business Executives, and General Auditor
  • Excellent presentation, verbal, and written communication skills
  • Proven history of quota attainment and new client acquisition.
  • Exceptional closing skills
  • Strong strategic thinking, analytical, and leadership skills
  • Excellent written and oral communication skills
  • Critical thinking skills to determine the best solution out of multiple โ€œcorrectโ€ options.
  • The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision
  • Ability to travel up to 50% on a monthly basis.

Bonus Points

  • Desire and ability to understand and relate complex product technology, services, strategy, and direction
  • CCSK certification
  • Solution Selling
  • Force Management
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