JOB SUMMARY: 

 Under the direction of the General Manager and Account Executive, the Managing Director leads consultative campaigns across products and services within the Security, Cloud, and Data domains—from contract signature through delivery—ensuring scope, deliverables, budget, client satisfaction, and business outcomes are met. This role supports the full project lifecycle (presales through delivery) to confirm solutions are properly scoped, designed, implemented, and tested to meet client needs. This is not an account management role; the position reports directly to the Account Executive(s) for the accounts served. 

SUMMARY OF ESSENTIAL JOB FUNCTIONS: 

 Stakeholder Management & Engagement 

• Build trusted relationships with senior leaders, project sponsors, and business units to understand objectives and priorities. 

• Serve as the primary point of contact between business units and technical teams to align goals and solutions. 

• Define success metrics with stakeholders for strategic initiatives and sales targets. 

Sales Strategy & Revenue Growth 

• Develop and execute sales strategies to identify and pursue opportunities, win new business, and expand existing accounts. 

• Upsell and cross-sell by recommending products, services, and solutions aligned to customer goals. 

• Build, maintain, and forecast an accurate sales pipeline from prospecting through close. 

• Lead contract negotiations and pricing discussions to secure new business while aligning to client needs and profitability goals, in collaboration with the Account Manager. 

• Manage the partner agreement process with Trace3. 

• Review current agreements (as applicable). 

• If additional agreements are needed, engage the appropriate Trace3 team to initiate the process. 

• Serve as the liaison between Trace3 and partners, coordinating action items through execution. 

• Engagement oversight 

• Oversee project delivery to ensure client and stakeholder satisfaction. 

• Drive timely partner resource assignment. 

• Review and process change orders internally (as applicable). 

Strategic Planning & Roadmap Development 

• Partner with domain leaders to create and execute short- and long-term strategies aligned to sales and business goals. 

• Develop networking and collaboration roadmaps with milestones, timelines, and revenue targets. 

• Align technology and sales efforts to ensure offerings meet business needs and generate revenue. 

Project Leadership & Oversight 

• Own execution of strategic projects to keep work on track and deliver measurable outcomes. 

• Coordinate with project managers, engineering, and sales to deliver solutions that meet business and revenue goals. 

• Identify and mitigate risks to project execution and sales success. 

Sales Performance Monitoring & Reporting 

• Monitor and report on sales metrics (revenue growth, performance, and market penetration) and provide actionable insights to leadership. 

• Prepare client proposals, progress reports, and sales forecasts for clients and senior stakeholders. 

• Meet or exceed sales quotas and KPIs for engagement and revenue growth. 

Networking and Collaboration Advocacy & Communication 

• Advocate for networking and collaboration needs internally and externally, ensuring domain priorities are reflected in product, sales, and resourcing decisions. 

• Provide regular updates on project delivery and sales performance, including market opportunities and customer feedback. 

Cross-functional Collaboration 

• Work with sales, marketing, product management, engineering, and customer success to support strategic projects and sales opportunities. 

• Align cross-functional efforts to support domain initiatives and meet technical and sales objectives. 

• Escalate sales or technical issues as needed and drive cross-team resolution. 

Daily Tasks: 

1. Sales Strategy & Client Prospecting (30%) 

1. Identify sales opportunities within the domain and develop tailored pursuit strategies, including new-client prospecting. 

1. Stakeholder + Partner/Vendor Engagement & Relationship Building (25%) 

1. Meet with stakeholders, vendors, and partners to align strategic priorities and sales targets and maintain senior-leader relationships. 

1. Project Oversight & Sales Pipeline Management (20%) 

1. Manage technical projects and sales opportunities, ensuring alignment with client needs and business objectives. 

1. Reporting & Data Analysis (15%) 

1. Prepare and present sales forecasts, performance metrics, and project status reports. 

1. Cross-Functional Collaboration (10%) 

1. Partner with internal teams to deliver projects on time and support sales opportunities. 

REQUIRED SKILLS AND EXPERIENCE: 

• Bachelor’s degree in a related field and 10+ years of experience developing client relationships, account management, and/or consulting (preferred) 

• Experience in a technology or consulting company focused on Security, Cloud, and Data + Analytics (preferred) 

• Experience and understanding of technologies from Vendors across the full span of Security (AppSec, Threat Intelligence, Cloud, Risk and Governance, Endpoint, Network, Identity and Access Management, NHI, Incident Response, Observability, etc.), Data + Analytics, AI, and Cloud.  

• Strong financial and business acumen and understanding of multi-faceted business operations 

• Demonstrated leadership in specialty sales (prospecting, negotiating, and closing) 

• Excellent interpersonal and organizational skills; ability to manage multiple projects and changing priorities 

• Ability to communicate effectively with clients at all levels 

• Excellent conflict resolution and/or mediation skills 

• Demonstrated ability to plan and manage multiple projects and meet customer deadlines