Account Executive - Pacific Northwest

Bishop Fox is the leading authority in offensive security, providing solutions ranging from continuous penetration testing, red teaming, and attack surface management to product, cloud, and application security assessments. We’ve worked with more than a quarter of the Fortune 100, half of the Fortune 10, eight of the top 10 global technology companies, and all of the top global media companies. Our managed service platform, service innovation, and culture of excellence continue to gather accolades from industry award programs including Fast Company, Inc., SC Media, and others. For more than 16 years, we've been contributing and giving back to the security community. We’ve published more than 16 open source tools and 50 security advisories in the last five years alone. Learn more at bishopfox.com or follow us on social media.  

Who You Are and What You Will Do 

We're seeking an Account Executive to drive sales efforts in the Pacific Northwest. You'll own strategy and execution across complex opportunities, identify new business, deepen existing customer relationships, and navigate sophisticated enterprise buying organizations. With a track record of success in securing new business from mid-market to large enterprise accounts, you will excel. Alongside acquiring new clients, you'll find growth opportunities with existing ones. If you're ready to deliver top-tier execution and customer service in a rapidly expanding company, read on! 

• Drive complex sales cycles to close new business for our consulting services 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 including 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. This includes 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 is a fast-paced environment. 

Your Experience and Commitment 

• 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 and and experience with formal sales training methodologies, including MEDDPICC, and tools, including Salesforce and Clari.
• Operate with urgency and sound commercial judgment; you 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. 

Our Values  

We strive to live by our values every day, in support of our core tenets, which are to deliver the highest quality of work for our clients, quality of life for our team, and quality of business for our industry and our future.  

• Be Excellent to Each Other
• Do the Right Thing 
• Do What You’ll Say You’ll Do 
• Get Better Together 
• Give a Sh*t  

We offer a variety of benefits and perks, such as:  

• Generous Time Off and Company-Wide Holidays 
• Health Insurance options including Medical, Dental, Vision 
• Retirement; 401k matching for Traditional and Roth accounts in the US 
• Work From Home Support