- Create and execute quarterly business development plans aligned with cybersecurity portfolio and revenue goals.
- Generate, qualify, and progress pipeline through prospecting, demand generation, referrals, and inbound leads.
- Manage strategic accounts and prospects, maintaining account strategies, stakeholder maps, opportunity priorities, and account plans.
- Build relationships with client executives and decision-makers, including C-suite, technology, cybersecurity, risk, and compliance leaders.
- Drive the full sales cycle from discovery and solution positioning through proposals, pricing, negotiation, close, and transition to delivery.
- Lead or coordinate account pursuits, including procurement, Statements of Work, pricing strategy, contract negotiation, and risk management.
- Use MEDDPICC for lead qualification, deal review, pipeline progression, and deal execution.
- Serve as a trusted advisor in client discussions on cybersecurity, compliance, IT strategy, and technology risk.
- Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.
SalesforceAccount Management