Strategic Account Executive (Cybersecurity Services) - Remote (USA)
EcheloncyberPosted Yesterday
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About us: At Echelon Risk + Cyber, we believe in defending the basic human rights of security and privacy. We are a high-growth cybersecurity consulting firm helping organizations solve complex risk, compliance, and security challenges through world-class advisory, offensive security, defensive security, managed services, and virtual CISO solutions. We are seeking a high-performing Strategic Account Executive responsible for driving net-new revenue growth across our cybersecurity consulting, advisory, offensive security, managed security, and compliance service offerings. This is a full-cycle sales role responsible for prospecting, qualification, discovery, solution development, proposal management, negotiation, and contract execution. The ideal candidate is a consultative seller who can engage executive leadership, uncover business risks, and align cybersecurity solutions with strategic business outcomes. The Strategic Account Executive will carry an annual quota of $3,000,000 in closed revenue and work closely with Echelon's executive leadership, technical subject matter experts, marketing team, and channel partners. This is a remote position within the United States; however, we are specifically seeking candidates located in the following cities: New York, NY; Chicago, IL; Houston, TX; San Antonio, TX; Dallas, TX; Fort Worth, TX; Jacksonville, FL; Austin, TX; Charlotte, NC; Columbus, OH; Indianapolis, IN; and Nashville, TN. What You Will Do: Revenue Generation Achieve and exceed an annual sales quota of $3,000,000 in closed revenue. Develop and execute territory and account plans to drive consistent pipeline growth. Maintain sufficient pipeline coverage to support quarterly and annual revenue targets. Manage opportunities through the entire sales lifecycle from prospecting to close. Business Development Identify and engage net new prospects through outbound outreach, referrals, networking, channel partnerships, and industry events. Build relationships with executive stakeholders including CEOs, CIOs, CISOs, CFOs, CTOs, Boards of Directors, and Compliance Officers. Generate opportunities across Echelon's service portfolio including: Virtual CISO / Security Team as a Service Governance, Risk & Compliance Penetration Testing Purple Team Exercises Managed Detection & Response Incident Response Retainers AI Risk & Governance Security Assessments and Consulting Sales Process Management Conduct discovery meetings to identify business objectives, security challenges, compliance requirements, and risk drivers. Coordinate technical resources to support solution design and proposal development. Develop and deliver executive presentations, proposals, statements of work, and pricing recommendations. Negotiate commercial terms and successfully close opportunities. Relationship Management Establish trusted advisor relationships with clients and prospects. Collaborate with delivery teams to ensure successful project execution and customer satisfaction. Identify expansion, cross sell, and upsell opportunities within existing accounts. Participate in executive business reviews and strategic planning discussions with clients. CRM & Forecasting Maintain accurate opportunity management within HubSpot. Provide weekly forecasting updates and quarterly business planning. Track activity metrics, pipeline progression, and sales performance indicators. Maintain a disciplined sales process and forecasting methodology. Your knowledge, skills, and abilities: 5+ years of successful B2B sales experience. 3+ years selling cybersecurity, technology consulting, managed services, SaaS, cloud, or related professional services. Demonstrated history of achieving or exceeding annual quotas of $1M+. Proven executive presence with the ability to engage and influence senior leadership and key decision-makers. Strong consultative selling skills with the ability to identify client challenges and align solutions to business objectives. Experience developing and executing strategic account plans to drive revenue growth and expand client relationships. Proven ability to generate and maintain a healthy sales pipeline through prospecting, networking, referrals, and partner engagement. Strong negotiation and closing skills with a track record of successfully managing complex sales cycles. Excellent presentation skills with the ability to effectively communicate value propositions to technical and non-technical audiences. Outstanding verbal and written communication skills, with a focus on relationship building and client trust. Strong time management, organization, and self-discipline with the ability to prioritize effectively in a remote environment. Collaborative team player with the ability to work cross-functionally with executive leadership, technical teams, marketing, and channel partners. Applicants must have authorization to work in the United States without current or future visa sponsorship . Preferred Qualifications: Cybersecurity consulting services. Managed security services (MDR, SIEM, SOC). Governance, Risk & Compliance services. Penetration testing and offensive security. Microsoft security ecosystem. Channel and partner sales motions. Performance Expectations: Within the first 12 months, the Strategic Account Executive will: Generate a minimum of $3,000,000 in closed revenue. Maintain at least 3x pipeline coverage against quota. Consistently generate qualified net new opportunities. Build executive level relationships within target accounts. Contribute to the growth of recurring revenue services including vCISO, MDR, and Security Team as a Service offerings. Why Echelon? We are committed to creating an inclusive environment for our team with unquestioned integrity. If you have a special need that requires accommodation, please let your recruiter know. One of our core values in "People with Personality" and we want to allow you the space to bring your full self to work. We currently offer the following benefits: Access to medical, dental, and vision insurance through Cigna, with the majority of the employee cost covered by the employer. Employer funding to HSA accounts and FSA access. Access to a 401(k) through Vanguard with a guaranteed employer contribution Flexible vacation policy that allows you to manage your schedule and rest and recharge when you need to 11 holidays with flexibility based on what is important for you and those you love. Family-friendly benefits, including weeks off for Maternity leave, weeks off for non-birthing parent leave, employer-paid short-term and long-term disability, employer-paid life insurance, and access to additional life insurance, hospital coverage, accidental coverage, discounted mental health support, and more Support on individual development through certifications, continued learning, conferences, and more We value a diverse workforce and a culture of inclusivity and belonging. All employment decisions shall be made without regard to age, race, creed, color, religion, gender, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Echelon Risk + Cyber is an Equal Opportunity Employer.