Partnerships Business Development Manager, Offensive Security | Remote US

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients’ toughest 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’re looking for a Business Development Manager, Offensive Security to support our Sales team.

This will be a hybrid role with offices located in San Jose CA, Denver CO, Alpharetta GA, Seattle WA, or Reston VA. There is also opportunity for this to be a remote position with highly preferred locations being: Southern California, New York City, Boston, or Dallas. Must be located in the United States.

Position Summary

Accomplished solutions-oriented Sales and Account Management professional with demonstrated success in selling services and technology to Enterprise accounts. The Business Development Manager function will interact with named Coalfire partner colleagues to help drive referral business. This role will be focused on identifying, expanding, and supporting sales efforts with strategic offensive security partners. The ideal candidate for this role will have outstanding customer facing relationship skills, demonstrated experience in a selling and/or account management role, and the ability to effectively communicate and partner cross functionally. The right individual will also possess a strong business acumen to ensure successful creation, execution, and awareness of account plans to accelerate revenue at Coalfire. Those who view themselves as a self-starter with excellent time management and organizational skills will thrive in this role. The Business Development Manager will report directly to the Head of WW Strategic Channels and Partnerships.

What You'll Do

• Effectively sells Coalfire offerings by building strategic relationships with partner decision makers; aligning partner and Coalfire processes; and promoting Coalfire offerings.
• Develops strategic plans with the partner to grow the size of the business and Coalfire market share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partner/other sales teams and members.
• Demonstrate effectiveness through partner sourced leads and opportunities aligned with KPI’s.
• Be the resident expert in the partner technology stack and services for deal registration, funding, and other critical sales enablement resources.
• Establish a repeatable process for partner deal registration, review, approval, and funding.
• Prepare quarterly reviews on partner sales progress to ensure revenue and resources are aligned with business goals.
• Support and properly qualify partner led client opportunities before engaging other internal teams.
• Collaborate with the Coalfire marketing and sales operations teams to ensure successful tracking and reporting on leads, opportunities, KPI’s, and momentum with the partner’s programs.
• Serve as first point of contact for capturing all internal and external partner related requests and coordinating with the appropriate team members to resolve.
• Identify GTM opportunities for Coalfire’s services with the partner’s marketplace, professional services, sales, commercial and public sector teams.
• Train sales and other internal resources on Partner related requirements, activity, and momentum
• Lead partner facing regular meetings, events, and field support.
• Serve as the Coalfire ambassador and “go-to” resource for partner field sales and technical teams to drive awareness and opportunity for selling our services to global clients.
• Identify best practices to constantly refine the company’s strategic plan with this partner.
• Coordinate key strategic activities with the partner marketing team to drive awareness and demand.

What You'll Bring

• Prior experience in sales, account management, or partner alliances with enterprise accounts.
• Understanding and experience in selling and/or supporting Offensive Security services and/or software with customers
• 3-5 years of experience, with a track record of achieving objectives and expanding relationships
• Exceptional written, visual, and verbal communication skills across an organization
• High level of emotional intelligence for dealing with various personality dynamics for success
• The ability to solve problems and remove obstacles diplomatically, with little supervision.
• Self-starter with a strong desire and ability to expand relationships and promote within the organization
• Proven history of achieving KPI’s such as quota attainment, revenue targets, and pipeline generation
• Demonstrated ability to develop and lead relationship-building activities at all levels in an organization
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
• Salesforce or similar CRM experience
• Knowledge of Offensive Security services and/or software
• Comfort with presenting
• Interpersonal communication skills

Bonus Points

• Formalized Sales training
• Knowledge of Offensive Security terminology and/or platforms
• AWS, GCP, or Azure skillsets and competencies
• Knowledge of Cybersecurity services

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 flexible time off, certification and training reimbursement, 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 $40,000 to $69,000 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 may also be eligible to participate in annual incentive, commission, and/or recognition programs

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