Account Executive - Pacific Northwest

Bishop Fox•Northwest, NC

2d•Remote

About The Position

Bishop Fox is a leading authority in offensive security, offering solutions like continuous penetration testing, red teaming, attack surface management, and product, cloud, and application security assessments. The company has a strong client base, including a significant portion of the Fortune 100 and top global technology and media companies. Bishop Fox is recognized for its service innovation and culture of excellence, receiving industry awards and contributing to the security community through open-source tools and security advisories. This role is for an Account Executive to drive sales in the Pacific Northwest, focusing on strategy, execution, identifying new business, deepening customer relationships, and navigating enterprise buying organizations. The ideal candidate has a proven track record in securing new business from mid-market to large enterprise accounts and is ready to deliver top-tier execution and customer service in a growing company.

Requirements

Minimum 5 years of experience selling cyber or information security consulting and/or managed services experience, with significant experience selling to sophisticated large-enterprise and strategic accounts.
Experience in-region will be weighted heavier.
Proficiency in cybersecurity technologies, professional services, and competitive offerings, particularly in the Pacific Northwest.
Demonstrated success independently managing the end-to-end sales process for complex professional and managed services deals, including strategic account development, proposal creation, commercial strategy, and negotiation, with a track record of meeting or exceeding sales quotas.
Aptitude for understanding how technology products and solutions solve business problems.
Understanding of the professional services and managed security services competitive landscape.
Experience with strategic account planning and accurate forecasting.
Experience with working with cross-functional teams to achieve goals.
Demonstrated executive presence and ability to establish and grow credible, consultative relationships with clients, including C-level security, technology, procurement, and business leaders, both in person and remotely.
Ability to travel within region 20% - 30% of the time.
Expert negotiation skills with demonstrated experience leading complex commercial negotiations with enterprise procurement, legal, and executive stakeholders.
Experience with formal sales training methodologies, including MEDDPICC, and tools, including Salesforce and Clari.
Operate with urgency and sound commercial judgment; prioritize timely communication and action, make strong recommendations, and move opportunities forward without unnecessary delay, even when information is incomplete.
A long-term outlook, demonstrating genuine dedication and investment in achieving goals.
Must pass a background check as a condition of employment.

Responsibilities

Drive complex sales cycles to close new business for consulting and managed services offerings with velocity.
Promptly qualify and follow up on leads from all Lead Generation Engines.
Expand current market presence and strengthen relationships with existing customers.
Own and develop clear and actionable strategy with top and strategic accounts, including overall territory planning, deal strategy, account development, and quarterly business reviews.
Lead technical, solution-oriented sales conversations that help clients develop a clear vision of their problems and the solutions.
Serve as an escalation point for sales, delivery, and client issues.
Provide accurate sales forecasting and be held accountable.
Independently and collaboratively build pipeline to exceed sales quotas.
Network within client organizations to influence decision makers, including supporting regional events and client on-sites.
Articulate company value proposition and services to become a trusted advisor.
Identify new business opportunities and prepare detailed account development plans, engagement strategies and targets for each account within your assigned portfolio.
Take ownership of opportunities and forecast outcomes accurately and in-detail.
Provide clear documentation that drives sales and project success.
Manage scoping surveys, proposals, and legal paperwork.
Ensure customer requirements and quality standards are met throughout the sales cycle.
Quickly learn internal processes and manage multiple opportunities in a fast-paced environment.