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Client Executive, SMC

2 months ago

Seattle, United States BlueVoyant Full time

Client Executive, SMC


Location: Remote West Coast United States


Are you passionate about helping to solve the critical cybersecurity challenges that enterprises are facing today? Are you passionate about building your business and disrupting your territory with industry-leading cyber defense capabilities? If so, BlueVoyant is seeking an experienced SMC Client Executive to join the team to grow our high velocity business relationships. This position will grow our co-sell relationship with the Microsoft SMC Segment and strategic resellers to drive pipeline growth.


In this position, you will engage with prospective customers to assess their desired business outcomes and required capabilities, consultatively share BlueVoyant’s capabilities to seek alignment, collaborate with technology and channel partners, and ultimately achieve your assigned revenue targets.


Responsibilities:

  • Build relationships in the Microsoft SMC Operating Units and with the field sales teams to grow joint revenue and acquire new customers.
  • Amplify our security co-sell messaging to Microsoft Sales leadership and facilitate relationship building between field sales teams.
  • Work with SMC team to develop joint pipeline.
  • Leverage existing individual and BlueVoyant relationships to build and execute new go-to-market opportunities.
  • Build measurable business plans to define partnership goals and conduct QBRs with Microsoft stakeholders to execute pipeline and sales success.
  • Prepare and present regular partnership status updates and sales results for executive leaders and program stakeholders.
  • Work closely with BlueVoyant marketing to leverage resources (collateral, presentations, events, emails, webinars) to support joint initiatives with assigned partners.
  • Drive healthy revenue growth within your assigned territory by leveraging BlueVoyant’s entire portfolio and successfully executing against your assigned pipeline, revenue and partner program objectives.
  • Lead the overall sales process, from prospecting through contract execution and partner collaboration, both with new logos and existing customers.
  • Collaborate with cross-functional teams including Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure positive outcomes for BlueVoyant, partners, and end-customers.
  • Consistent and effective prospect/customer engagement, grounded in consultative selling and professional presentations, with focus on business and technical outcomes to cyber security and risk focused leaders.
  • Timely and accurate Salesforce.com administration, including but not limited to revenue forecasting and account activities.
  • Build and maintain measurable business and account plans to support team objectives and demonstrate success towards territory, partner and revenue achievement objectives.


Qualifications:

  • At least 3 years of experience in selling security solutions, preferably Microsoft security solutions.
  • At least 3 years of experience in selling security services, such as implementation and managed detection and response (MDR).
  • Demonstrated ability to navigate Microsoft security solution selling motions, including E3 to E5 step up and Microsoft Sentinel.
  • Familiarity with Azure cloud security capabilities and Microsoft licensing and SKU bundles.
  • A bachelor's degree in information technology or a related field, or equivalent work experience.
  • At least 4 years of experience in solution or services sales, with a focus on security and compliance products.
  • At least 5 years of experience in security-related sales or account management, working with enterprise customers in various industries.
  • Knowledge and proficiency of the sales process from initiation to close; MEDDPICC is a plus.
  • Excellent listening and proposal creation skills - not only presenting ‘what we do’, but ‘how we do it differently’ with direct correlation to identified customer challenges, business and technical target outcomes.
  • Positive, Tenacious, persuasive and goal oriented.
  • Excellent verbal communication skills; able to demonstrate patience and enthusiasm while communicating with prospects and clients.
  • Ability to work independently and as an active member of a team.
  • Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel), Google Workspace, and CRM/Salesforce experience preferred.
  • Thrives in a dynamic and fast-paced environment.


About BlueVoyant

At BlueVoyant, we recognize that effective cyber security requires active prevention and defense across both your organization and supply chain. Our proprietary data, analytics, and technology, coupled with deep expertise, works as a force multiplier to secure your full ecosystem. Accuracy Actionability Timeliness Scalability


Led by CEO, Jim Rosenthal, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry leading analytics and technologies.


Founded in 2017 by Fortune 500 executives, including Executive Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, San Francisco, London, Budapest, and Latin America.


All employees must be authorized to work in the United States. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.