Account Executive – Federal Sales

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Reports to: Theater Sales Leader
Location Preferred: United States
Experience: 3+ Years
Qualification: BA Preferred

Control Case is the leading global certification, cybersecurity, and continuous compliance services provider. Control Case is committed to empowering organizations to develop and deploy simplified, cost-effective, and comprehensive strategic information security and compliance programs in both on-premises and cloud environments. Control Case offers certifications and a broad spectrum of cybersecurity services that meet the needs of companies required to certify to PCI DSS, HITRUST, SOC 2 Type II, ISO 27001, PCI PIN, PCI P2PE, PCI TSP, PA DSS, CSA STAR, CMMC, HIPAA, GDPR, SWIFT, FedRAMP and numerous others.

The sales team is the engine that drives the global reach of our audit, compliance, cybersecurity, and professional services offerings. We are seeking a qualified Account Executive (hunter) who can help our company’s continued growth with their own sales skills and the collaborative expertise of our GTM team. The ideal Account Executive has deep experience with the entire sales process, excelling in customer relationships, partner relationships, prospect outreach, upselling, pipeline management, and deal closing.

We’re looking for a quick learner with exceptional hunting skills, top-notch relationship skills, and a world-class track record in meeting and beating targets.

This position requires a highly motivated team player with excellent interpersonal skills. You will be the face of Control Case to our prospects and be their voice within Control Case. This position is remote and sits within our sales team. As an Account Executive, you are the primary sales and relationship liaison between Control Case and our customers. You will provide direction to our prospects and customers regarding their IT Security Compliance roadmap and professional services needs.

Having a hunter mentality is needed as there are lots of moving parts on a day-to-day basis. You will be tasked with developing an outbound sales strategy and becoming a trusted advisor to our prospects and customers. You may, at times, receive marketing-generated leads. This should not be relied upon for your success.

A strong background in IT is needed, and a background in IT Compliance and Cybersecurity is highly desired. Experience working collaboratively with the channel and, specifically MSPs, is highly desired.

You will also:

• Attain the annual sales quota established for your defined set of clients and/or assigned territory.
• Develop and maintain executive and departmental relationships with assigned clients.
• Establish and implement short-range and long-range goals and objectives for each account.
• Develop and present project, service, and product quotes and proposals to clients.
• Provide a consultative approach to customer relationships.
• Always have an eye on upsell and expansion opportunities. There will be a defined upsell quota.
• Deliver proactive outreach to customers regularly.
• Deliver Strategic Business Reviews multiple times a year internally, to clients, and to partners.
• Monitor customer health independently and through the internal dashboard and proactively work with internal teams and customers to reduce churn and preserve at-risk clients.
• Maintain sales forecasts, key contacts & roles, account notes, and other related documentation in Salesforce for all assigned accounts.
• Have visibility into accounts receivable status and assist where needed for any delinquencies.

Do you have a background in leading complex sales processes and fostering relationships with diverse teams? We want intellectually curious, entrepreneurial professionals who enjoy being outside their comfort zones, thrive amidst change, and obsessively conspire for one another’s success.

• 3 – 7 years’ work experience in an outbound hunting sales quota-carrying Account Management role
• Understanding of technology, including knowledge of cybersecurity & network postures.
• Ability to navigate demanding customers and situations.
• Ability to travel…