Founding Director of Account Management - Cybersecurity Consulting

Founding Director of Account Management - Cybersecurity Consulting

Position Overview:

Blue Equinox is an IT consulting firm specializing in cybersecurity solutions. We are seeking an innovative Director of Account Management to found and lead our Account Management team. This is a new initiative. You will collaborate closely with our Chief of Operations, contributing to hiring, process refinement, deck building, KPIs, and more. Rather than inheriting a large team, you will begin with 3 - 5 direct reports, with plans to scale to dozens more over the next 5 years.

You will oversee client relationships, drive customer retention, and develop and implement account strategies that maintain our low churn, while also growing and expanding our accounts. The ideal candidate is a customer-focused problem solver with a passion for delivering exceptional service.

You will play a pivotal role: guiding your team to educate clients, uncover problems, and propose tailored solutions to complex cybersecurity challenges.

You will be both a player and a coach, oftentimes taking over QBRs for large accounts and/or complex cases, using such opportunities to both serve your clients and train your team.

This founding position is initially a manager role, with plans to excel to Director and then VP as the team size grows over our 5 year plan.

Key Responsibilities:

1. Lead the Team:
   • Provide strategic direction, on-going training, and accountability for the Account Management team.
   • Coach, mentor, and develop team members to achieve their full potential.
   • Oversee team workload and allocate resources effectively to meet client needs.
2. Build Relationships at Scale:
   • Develop and maintain strong relationships with key clients and stakeholders.
   • Oversee client engagement strategies to ensure high levels of satisfaction.
3. Educate:
   • Guide the team to inform clients of unmitigated security risks and relevant regulatory requirements.
4. Strategic Business Development:
   • Develop strategies for upselling and cross-selling additional services to existing clients.
   • Develop tailored approaches to QBRs based on client size, industry, and current cybersecurity posture.
5. Ensure Excellence:
   • Oversee collaboration with our MSSP and SaaS partners to ensure the successful delivery of cybersecurity services and solutions.
   • Address and resolve escalated client issues promptly.
6. Optimize Processes:
   • Champion the adoption and optimization of HubSpot and other tools within our tech stack.
   • Ensure your team leverages HubSpot data to prepare for QBRs.
   • Ensure your team documents what they learn after every client interaction, in HubSpot and all relevant tools.
7. Performance Management:
   • Track and analyze key performance indicators such as Customer Retention rates, Net-Promoter Scores, and Account Expansions.
   • Implement strategies to meet and exceed performance targets.
8. Player & Coach:
   • Willingness to take over large and/or complex QBRs, using the opportunity to train your team.

Qualifications:

• 10+ years of combined experience as an Account Manager, Client Success Manager, Account Executive, and/or leader of any of these departments, delivering cybersecurity solutions.
• 3+ years of leadership experience managing a high-performing IT sales team of any size.
• Track record of interviewing and assessing candidates to build a high-performing sales team.
• Deep understanding of cybersecurity concepts, services, regulatory requirements, and best practices.
• Exceptional communication, negotiation, and interpersonal skills.
• Strong strategic thinking and problem-solving abilities.
• Proficient in CRM software.
• Ability to manage multiple priorities in a fast-paced environment.

What We Offer:

• Competitive salary and performance-based bonuses.
• Comprehensive benefits package, including health, dental, and retirement plans.
• Opportunities for professional development and training in cybersecurity and customer success strategies.
• A dynamic and collaborative work environment with a focus on innovation and continuous improvement.

Blue Equinox is an Equal Opportunity Employer. We celebrate diversity and do not discriminate based on race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability status, or any other applicable characteristics protected by law.

Job Type: Full-time

Pay: $100,000.00 - $125,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental Pay:

• Bonus opportunities

Experience:

• Account Management Team Leadership: 1 year (Required)
• Cybersecurity Account Manager or Client Success Manager: 5 years (Required)

Ability to Relocate:

• Nashville, TN 37209: Relocate before starting work (Required)

Work Location: In person