hatchit - Account Manager
Requirements
• 5 or more years of experience selling technology services in cybersecurity, managed services, IT services, cloud services, or consulting • Demonstrated comfort and consistency with high-volume outbound phone prospecting as a primary sales activity • Demonstrated ability to build a pipeline through conferences, networking events, and in-person relationship development • Demonstrated ability to prospect, build relationships with new buyers, qualify opportunities, and close new business • Experience managing an assigned book of business and meeting quarterly and annual sales targets • Strong consultative selling skills with the ability to uncover client needs, budget pathways, and decision processes • Experience using a CRM to manage pipeline, forecast sales, and support proposal and contract generation • Strong written and verbal communication skills • Experience selling to or supporting public sector clients including state and local government, K-12, higher education, or airports • Experience with public sector procurement vehicles, RFPs, cooperative contracts, or government contracting processes • Experience selling for a Managed Service Provider (MSP) or Managed Security Services Provider (MSSP) • Experience selling cybersecurity advisory, managed security, GRC, SOC, SIEM/XDR, MDR, vulnerability management, penetration testing, or compliance services • Experience selling subscription-based, recurring revenue, or retainer-based service offerings • Familiarity with cybersecurity frameworks such as NIST, CMMC, HIPAA, PCI DSS, CJIS, or ISO 27001 • Experience using HubSpot, PandaDoc, ZoomInfo, or Crystal • Existing relationships in Virginia, SLED markets, airports, local government, schools, or higher education
Responsibilities
• New Business Development and Territory Growth • Conduct daily outbound phone prospecting as a core and non-negotiable part of the role • Follow up on conference connections, networking activity, referrals, and event leads consistently and promptly • Attend industry conferences, government procurement events, and networking functions regularly as a primary business development strategy • Hunt for new sales opportunities within assigned territories, markets, and professional networks • Develop and execute a territory sales plan covering priority prospects, procurement pathways, budget cycles, and decision-makers • Recommend conferences, networking events, and market engagement strategies to the Sales Manager and develop a follow-up plan for each • Communicate Assura’s value proposition including its cybersecurity-only focus, managed services capabilities, and public sector experience • Book of Business Management and Renewals • Serve as the primary sales relationship owner for all assigned accounts • Identify cross-sell and upsell opportunities across Assura’s full service portfolio including GRC-as-a-Service, Managed SIEM/XDR, MDR, vulnerability management, and penetration testing • Initiate the renewal process at least 120 days before contract expiration • Provide pricing change notifications to clients at least 90 days before contract expiration • Escalate renewal risks, delays, or unresponsive clients to the Sales Manager promptly • Pipeline Management, Forecasting, and Deal Execution • Meet assigned quarterly and annual sales goals, with a standard planning target of $1,000,000 annually • Maintain a qualified pipeline at 5x the assigned annual sales target • Target two discovery meetings per week and four to five new qualified opportunities per month • Complete the first sale within six months of start date • Participate in pipeline reviews, forecast meetings, and opportunity strategy discussions • CRM and Sales Process Execution • Maintain complete and accurate records in HubSpot for all accounts, prospects, opportunities, proposals, contracts, and renewals • Document all phone outreach, conference activity, and networking follow-up in HubSpot so pipeline activity is fully visible to sales leadership • Generate proposals and contracts through Assura’s approved systems including PandaDoc • Apply pricing authority responsibly and escalate any adjustment greater than 5% through the approved internal process • Become proficient in HubSpot, PandaDoc, ZoomInfo, Crystal, and other assigned sales tools • Sales Enablement and Continuous Development • Complete all assigned onboarding and ongoing sales training • Collaborate with Marketing to develop and refine sales materials, outreach campaigns, and event collateral • Provide field feedback on client pain points, market objections, and competitive positioning • Maintain current knowledge of Assura’s service offerings, cybersecurity trends, and assigned market dynamics
Benefits
• Competitive base salary commensurate with experience • Uncapped commission with earning potential tied directly to performance • Assura pays 100% of employee premiums for health, dental, and vision insurance • 401(k) with company match • Company-paid life and disability insurance • Paid time off and paid holidays • Remote work flexibility • Equal Opportunity Employment
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