Account Executive, Federal Government

Job Description

Enterprise Account Executive, Federal Government

Location: Ottawa, Ontario
Job type: Permanent Full-Time

Description

Our client is seeking an information security and IT solutions trusted advisor that will focus on generating new business revenues as well as help protect and grow market share/revenues through the identification and development of new business opportunities involving enterprise business and federal government clients.  This position will be viewed as a customer facing security specialist role. Through the effective leadership of a multi-disciplined account team, this resource will ensure complete customer satisfaction.

Job Duties/Accountabilities:

• Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking
• Identify leads, manage prospects and acquire new business
• Conducts selling activities on a face-to-face basis
• Responsible for meeting and exceeding established sales gross profits in a quarterly basis
• Cultivates effective long-term relationships with key influencers and decision makers
• Sells to all levels of management, particularly senior levels
• Develops and presents complex written proposals both self-initiated and in response to customer requests (RFP, RFQ, RFI) which frequently include cost justification, business case content and technical specifications
• Prepares and conducts formal group presentations at senior management levels of larger clients
• Builds account plans, based on customer business objectives and future business plans aiding clients in planning their information security long/short term strategies
• Develops medium and long-term sales strategies with a focus on Managed Security Services and IT Security Products/Professional Services
• Maintains a high degree of competitive and product knowledge including evolving technology trends across the full range of products and services
• Establishes and maintains effective entry barriers to competition through strategic product and resource positioning within an account
• Conducts comprehensive results analysis including wins-losses and develops/executes appropriate actions plans
• Develops and documents a personal territorial, account and/or sales plan
• Effectively utilizes and maintains sales tools including CRM
• Works on an autonomous basis to meet broad job objectives
• Acts as relationship broker to focus internal/external subject matter experts on customer problem solving for added value to customer and company

 

Essential Skills & Qualifications:

• Prior, successful experience selling IT and security solutions to enterprise and public sector
• IT security OEM certifications or technical selling experience (Intel Security (McAfee) FireEye, Check Point, Palo Alto, RSA, Blue Coat, Q1Labs, Splunk, Sumo, Bromium, Crowdstrike, DarkTrace etc…)
• Previous experience selling Managed Security Services
• Cold Calling Experience
• ‘Outside the box’ thinking
• Previous experience selling network based security appliance solutions, e.g. firewall, IPS/IDS, UTM, web application firewall, etc.
• Able to diagnose customer security needs and propose appropriate solutions
• Able to relate security solutions to business benefits to progress sales cycles towards closure
• Strong working knowledge and be able to articulate the value of:
  • Managed Security Services
  • IT, network and data security, network, appliance and endpoint based security products and technologies, Security risk management, governance and compliance services
  • security consulting and implementation, including security governance, vulnerability testing and PCI services
• Technical selling experience and relationships within C-Level executives
• Proven information security knowledge and experience, with ability to suggest complex, solution-driven ideas to deliver business value and apply technology solutions to business needs
• Previous fostered client relationships
• Ability to address and resolve roadblocks impacting the close of a sale
• Ability to manage resources within a matrix organization
• Ability to navigate politically within a client’s organization
• Ability to influence change within a client’s organization and create sales momentum