Account Director - Remote, United States - Coalfire

Description

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients' hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.

But that's not who we are – that's just what we do.

We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

And we're growing fast.

We are looking for an Account Director to join our Cloud Infrastructure team.

Job Summary

An Account Director (AD) manages a single, or small set of assigned Coalfire customers, providing our portfolio of cybersecurity services to meet customer needs. The AD is accountable for developing and executing an account plan to achieving account level bookings, revenue, and gross profit targets. The AD is also responsible for achieving high customer satisfaction through delivering positive customer experience and building/maintaining relationships within the assigned accounts.

This role will use a deep understanding of the customer's business and matching the full suite of Coalfire services/ offerings to meet our customers cybersecurity and compliance challenges through a holistic and programmatic approach. The individual will have a strong acumen for building relationships and understanding the full scope of services and products offered at Coalfire and develop trusted client relationships to achieve or exceed our customers business objectives.

The Account Director manages a set of customers to ensure customer satisfaction, achieving bookings, revenue and gross profit targets. This role will have a strong understanding of customer retention through managing customer satisfaction along with leading a cross-functional customer team. management and understand the Coalfire service portfolio to support customers cybersecurity and compliance needs. There is an increased focus on overall strategic growth within the customer through protect/grow current revenue (renewals and upsell management), sales expansion strategy, understanding business metrics, cross-functional collaboration, and resourcing.

To effectively manage customers in a "One Coalfire experience", they will lead a cross functional team of project managers, delivery, and sales team members to effectively manage sales cycles, project timelines and deliverables driving to high customer satisfaction and advocacy.

What You'll Do

• Responsible for the success of a major customer account relationship, and any issues that may impact customer satisfaction
• Understand your customer's business and establish credibility as a trusted strategist on meeting their security and compliance goals
• Directly lead and develop a core team of assessment delivery professionals tied to a major assessment framework (FedRAMP, SOC2, HITRUST, PCI-DSS)
• As a leader of leaders, provide mentorship and career coaching to a team of security consultants and leaders
• Collaborate with supporting delivery teams to execute a coordinated assessment across multiple frameworks
• Coordinate a cross-functional team that includes project managers, delivery, and sales team members
• Lead development and execution of overall account strategy to achieve bookings, renewal, and revenue targets
• Understand the complete portfolio of Coalfire products and services
• Support dedicated sales professionals in identifying opportunities to solve customer problems and drive adoption of Coalfire services
• Establish metrics-based governance to clearly illustrate value and differentiate Coalfire from its competitors
• Navigate the bureaucracy of the world's largest companies to achieve long term account growth
• Travel 20%

What You'll Bring

• 8+ years of working experience in customer/account management, information technology, information security, technical assessment, or audits
• 3+ years of consulting management experience leading people to support customer satisfaction and understanding key consulting business metrics
• 3+ years supporting sales efforts in renewing reoccurring business and scoping/pricing new opportunities and working closing with sales teams to drive account growth
• A strong understanding of customer retention through managing customer satisfaction
• Strong consulting skills and ability to advise and challenge the status quo while building strong relationships
• Experience leading a cross-functional customer team
• Substantial knowledge of at least one compliance framework security control requirements (NIST, ISO 27001, SOC, HIPAA, PCI-DSS) and general understanding/ability to identify the overlap with additional frameworks
• Strong written and verbal communication skills including the ability to explain technical and non-technical matters to both a technical and non-technical audience
• Ability to adapt quickly to different customer leadership styles within accounts
• Strong problem solving, decision making, organizational and analytical skills
• Be entrepreneurial; independent with demonstrated initiative
• Bachelor's degree or equivalent work experience

Bonus Points

• Hold advanced certifications in cybersecurity or cloud: CISSP, CISA, PMP, QSA, HITRUST Certification, CISM, CRISC, and/or AWS Associate
• Experience directly at or supporting large scale technology companies

Why You'll Want to Join Us

At Coalfire, you'll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you'll work most effectively – whether you're at home or an office.

Regardless of location, you'll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You'll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you'll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.

At Coalfire, equal opportunity and pay equity is integral to the way we do business. A reasonable estimate of the compensation range for this role is $104,000 to $179,600 based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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