Coalfire is an EEO employer. We celebrate diversity and are committed to respecting one another, embracing individual differences, and creating an inclusive environment for all employees.
About Coalfire Coalfire is on a mission to make the world a safer place by solving our clients' hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world. But that's not who we are – that's just what we do. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference. Position Summary The Account Manager will engage directly with customers to renew, upsell, and close new business opportunities in a defined territory to achieve sales targets. The Account Manager is responsible for supporting the sales process for Coalfire's recurring revenue through renewing and upselling on a defined set of accounts in the territory. The Account Manager will also have a smaller portion of the quota based on new business within the territory. This person will cultivate strong partnerships internally to support the execution of internal and external processes related to the sales cycle. In addition, responsibilities will include in person, e-mail and phone-based customer discussion throughout the sales cycle.
What You'll Do
Responsible for account ownership and opportunity ownership within assigned territory and/or sales service line
Management of Salesforce to document customer opportunities and their activity, and to generate reports to manage and prioritize existing accounts within assigned sales service line. Work closely with assigned service line to manage all renewals in assigned accounts throughout the sales cycle
Develop account plans and strategies for assigned territory
Research and identify growth opportunities within existing territory
Monitors the funnel of expiring agreements, executes actions in timely manner to ensure the continuation of assigned customers on renewals agreements
Responsible for meeting defined sales performance metrics, quota, renewal/upsell pipeline, maintain accurate forecasting
Efficiently handles customer and partner inquiries related to quotes, pricing, up-selling and reinstatement of renewals contracts
Expand Coalfire's relationship by addressing broader client security needs through additional Coalfire service sales
Develop and deliver accurate and high-quality statements of work for all Coalfire service sales
Maintain and communicate an organized understanding of your accounts, opportunities, and day-to-day activities
Cultivate strong internal working relationship with legal, order management and finance
Proposal support including development and processing of the proposals
Initiates escalation communications to appropriate internal personal
What You'll Bring
3 years of experience with sales or account management in a B2B sales environment
Experience with services sales terminology, SOWs, proposals, contracts
Excellent spoken and written communication skills
Strong organizational skills
Proficiency with sales tools and Microsoft Office suite
Motivated self-starter prepared to handle high volume of renewal opportunities, email communications and telephone calls
Previous history of thriving in an extremely fluid, fast-paced environment
Demonstrated strong sales organizational skills to keep all opportunities on track
Experience leading a small team to complete a statement of work or proposal for standard service offerings
Demonstrated satisfactory problem-solving skills to help resolve customer complaints or needs.
Bachelor's degree (four-year college or university) or equivalent combination of education and work experience.
The salary range listed is a reasonable estimate of the compensation range for this role based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs. Why You'll Want to Join Us At Coalfire, you'll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you'll work most effectively – whether you're at home or an office. Regardless of location, you'll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You'll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you'll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options. At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, our Human Resources team at HumanResourcesMB@coalfire.com. Bonus Points
