Sales and Business Development Manager

WHO WE ARE 

Elevate is a premier consulting firm specialized in Cyber Security, IT Compliance and AI Governance & AI Risk Management.  Our team consists of self-managed, high-caliber professionals with deep expertise in their respective fields.  We value exceptional client service, solving and coaching our clients through complex and critical transformations and providing effective communication (both verbal & written).  We are looking for a motivated, experienced, and self-managed Sales and Business Developer Primarily focused on hunting a defined set of new logos/prospects for the introduction of compliance services, offerings, and capabilities with the goal of driving to land the first sale. 
 

ABOUT THE POSITION 

Do You Enjoy… 

• Developing and running with proven sales strategies and participating closely with Sr. Leadership in the strategic direction of the company 
• Have experience and enjoy working in the Technology and Cyber Security Field  
• Focusing on heavy outbound hunting focus to identify, target, and land new logos 
• Working with Cyber, Risk and AI professionals to understand new service offerings to improve your sales pitch 
• Working on client proposals, perfectly capturing your clients’ needs and clearly stating the client service methodology and approach for the prospect client to understand 
• Building a clear line of sight that tracks the progress of client prospects in a CRM – building dashboards for at-a-glance monitoring  
• Exceeding sales expectations and quotas  
• Have flexibility over your schedule  

If so, keep reading… 

What You'll Do 

• Identify and proactively prospect for potential customers using various direct methods such as calling and face to face meetings, networking. 
• Interact closely with Marketing to develop collateral or materials needed to improve the sales collateral and thought leadership. 
• Develop and drive business development initiatives that align with our current and future compliance portfolio service offerings. 
• 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. 
• Develop business with new buyers and business units within existing accounts 
• Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities. 
• Responsible for meeting established sales gross profit target on a quarterly basis 
• Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties 
• Support building market awareness internally and externally for our Cybersecurity and compliance portfolio service offerings 
• Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives 
• Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements 
• Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies 
• Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis 
• Travel regularly to engage with prospects and clients in person 
• Deliver accurate forecasts to monthly and quarterly goals 

WHAT IT TAKES TO GET HIRED 

Required General Skills/Knowledge 

• 5 years of experience with direct sales or account management in a B2B sales environment 
• Demonstrate a consistent and demonstrable track record of achieving annual revenue targets 
• Proven history of building sales plans and strategies  
• Proven history of quota attainment, forecast accuracy, and pipeline generation  
• Knowledge of market trends, industry participants, new technologies & business models 
• Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, Business Executives, and auditors 
• Excellent presentation, verbal, and written communication skills 
• Proven history of quota attainment and new client acquisition 
• Exceptional closing skills 
• Strong strategic thinking, analytical, and leadership skills 
• Excellent written and oral communication skills 
• Critical thinking skills to determine the best solution out of multiple “correct” options 
• The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision 
• Must be able to work with a hunter’s mentality within existing accounts. 
• Ability to travel up to 50% on a monthly basis  

Education: 

• Bachelor’s degree in Computer Science, Business, and/or Cyber Security or similar  

Why You’ll Want to Join Us 

We work together as a team.  We work hard but we enjoy who we work with.  We thrive in transparency and allow flexibility – all the culture benefits of working for Elevate that distinguish us as a boutique consulting firm compared to larger organizations.  

We are an equal opportunity and pay equity is integral to the way we do business. A reasonable estimate of the compensation range for this role is $75,000 to $130,000 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 are also 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.