Strategic Account Lead, GRC

Comcast

11d•$112,259 - $263,106

About The Position

Make your mark at Comcast -- a Fortune 30 global media and technology company. From the connectivity and platforms we provide, to the content and experiences we create, we reach hundreds of millions of customers, viewers, and guests worldwide. Become part of our award-winning technology team that turns big ideas into cutting-edge products, platforms, and solutions that our customers love. We create space to innovate, and we recognize, reward, and invest in your ideas, while ensuring you can proudly bring your authentic self to the workplace. Join us. You’ll do the best work of your career right here at Comcast. (In most cases, Comcast prefers to have employees on-site collaborating unless the team has been designated as virtual due to the nature of their work. If a position is listed with both office locations and virtual offerings, Comcast may be willing to consider candidates who live greater than 100 miles from the office for the remote option.) Job Summary ABOUT DATABEE You will be an innovator within DataBee. (https://www.comcasttechnologysolutions.com/databee-suite) This division specializes in offering Software-as-a-Service (SaaS) and subscription-based security solutions to large enterprises and the federal government. For the first time ever, customers are now able to purchase some of the best of Comcast’s own in-house security technologies. These solutions are proven-at-scale to defend critical infrastructure and effectively reduce cost. The Cybersecurity Suite efficiently improves security and compliance while keeping costs in check. Responsible for the development of new accounts for DataBee in its governance, risk and compliance use case. You are entrepreneurial. You’re a sales ‘hunter’. You like driving new relationships. You are good at evangelizing new technologies and researching the latest in cybersecurity. You achieve satisfaction in seeing customers and other vendors consume new technology approaches to solve hard security problems. In the role of Strategic Account Executive, Governance Risk and Compliance you will be a key contributor for DataBee, which sells SaaS and subscription security solutions to the large enterprise and federal government. Currently, two solutions, BluVector and DataBee, both used internally by the Comcast CISO organization, are sold by the business unit. DataBee is the BU’s growth engine and is an innovative security & compliance data fabric platform. You will be responsible for hunting to find the next major customers for DataBee on our security compliance use case. You are expected to use past creative experience and sound business judgment to make decisions on the best way to use marketing content to further support market development of the security and compliance data fabric segment. Job Description This position is ineligible for visa sponsorship. To be considered for this role, you must be legally authorized to work in the United States and not require sponsorship for employment now or in the future.

Requirements

Deep (8+ years) experience in software solution sales, preferably some time within a GRC vendor
Demonstrated experience hunting for new business in the large enterprise space
Demonstrated experience selling technology from governance, risk and compliance vendors
Ability to demo and speak technically enough to describe your solution
Ability to research and understand cybersecurity and data science technology trends
Deep understanding of the business of GRC including demand, resource, portfolio and asset management, along with technical concepts around application development, infrastructure, operations, automation and cloud
Evidence of audit, compliance and metrics / dashboard related solution awareness
Experience working successfully with virtual and matrixed teams
Ability to understand broad, macro-level business risk and compliance needs
Experience establishing trusted relationships with other teams
Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
Able to thrive in a fast paced, growing, deadline driven environment
Willingness to go above and beyond to win in the market against stiff competition
Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system
Excellent communication and presentation skills
Regional travel required up to 50%
Fluency in English and the local language essential
Employees at all levels are expected to: Understand our Operating Principles; make them the guidelines for how you do your job.
Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
Win as a team - make big things happen by working together and being open to new ideas.
Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
Drive results and growth.
Respect and promote inclusion & diversity.
Do what's right for each other, our customers, investors and our communities.

Responsibilities

You take ownership of driving new business with global accounts in the U.S.
Qualify prospects, develop opportunities, and close deals independently without requiring inside sales support.
Build trusted advisor relationships with prospects and customers, linking GRC technology to strong business cases.
Develop and execute regional sales strategies, including target account plans.
Engage multiple personas, including executives and CxOs, across our GRC product, through consultative selling and tailored demonstrations.
Generate opportunities via creative outreach, events, and partner initiatives.
Ensure customer satisfaction and growth through account management and roadmap alignment.
Own your sales process management and opportunity closure
You generate opportunities, using creative ideas as well as new techniques, tools, joint field marketing initiatives, trade shows, and partners.
You win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
Collaborate closely with your cross functional counterparts counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing DataBee’s product(s) & solution(s), orchestrating relationships as required.
Develop a clear roadmap and building capabilities across our clients and teams to promote an outstanding customer experience
Be the trusted advisor to the customer by understanding their existing and future roadmap to drive the DataBee platform