Account Manager, Cybersecurity

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At MITRE Engenuity, we believe the key to national security and economic stability is to lead innovation in society by changing technologies that drive economic growth equitably across our country. This is about more than innovation, the successful growth of transformative technologies requires standards and policy support as well, which makes the balance between industry and government critical for driving innovation that leads to economic growth.

Working directly with the private sector MITRE Engenuity is a non-profit subsidiary of MITRE, tasked with creating scalable, repeatable, impact from MITRE's Federally Funded R&D Center work across six different FFRDCs to address whole of nation challenges. Drawing from MITRE's deep bench strength as one of the largest independent, non-profit R&D organizations in America, MITRE Engenuity is focused on bringing private sector relationships and innovation to public sector solutions. From working on CHIPS and Science to strengthening cyber security defense globally, we're not just preparing for the future, we're helping to create it.

Our diverse business models include advanced industry R&D collaborations, Fee for Service Cyber Evaluations, and thought leadership consulting services as well as spin out and investment activity. To support this growth, MITRE Engenuity is hiring an Account Manager to expand our portfolio of business and scale a world-class B2B sales organization.

The Account Manager will bring to life MITRE Engenuity's mission of creating scalable, transformative impact through innovation for the public good, by collaborating directly with the private sector to address whole of nation challenges. The key focus will be on nurturing and expanding our membership base for the Center for Threat-Informed Defense, enhancing participation and retention in our ATT&CK Evaluations program, and boosting sponsorship for our Embedded Security Capture the Flag (eCTF) workforce development initiative.

Our programs are our signature offerings, and the role of the Account Manager is to be the expert interacting with our target audience. This role requires a profound comprehension of the cybersecurity landscape, competitive dynamics, customer needs, product positioning, and unique selling propositions. Acting as an integral part of each program, the Account Manager is entrusted with spearheading the unified, standardized management, expansion, and retention strategies that underpin our revenue-generating programs.

Roles and Responsibilities

• Serve as the primary convergence point for all accounts across the portfolio of MITRE Engenuity programs with an emphasis on cyber security programs.

• Capture, report on, and manage key account health metrics.

• Manage/Lead the customer journey across a range of commercial offerings.

• Serve as the voice of the customer.

• Provide customers with periodic "Proof of Value" metrics.

• Deliver specific project, revenue, retention, and net-new goals.

• Work closely with Demand Generation to quickly engage in new active opportunities.

• Investigate existing products and services and compare them with competitors.

• Suggest and implement measures for improving customer satisfaction and loyalty.

• Work cooperatively with team members to explore new business model development.

• Partner with Marketing to ensure the sales enablement tool library meets evolving business development and customer success needs.

• Partner with Accounts Receivable to ensure timely payment of invoices.

Minimum Qualifications

• Requires a minimum of 10 years of related experience with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 5 years' experience; or equivalent combination of related education and work experience.

• A minimum of eight years of related experience in cybersecurity-oriented companies.

• A minimum of six years as an entrepreneurial self-starter or startup experience helping to scale and grow new ventures.

• Deep understanding of the cybersecurity market; strong technical experience a plus.

• Comfortable working across all levels of an enterprise.

• Minimum of four years proven experience in identifying opportunities, predicting revenue trends, and consistently achieving sales targets.

• Experience with solution selling or other collaborative selling approaches.

• Comfortable using Salesforce and/or HubSpot

• Demonstrated ability to use social media tools to find and engage with contacts that represent the buyer profile for our programs.

• Experience with different types of business delivery models: products, services, SaaS.

• Demonstrated ability to tactfully navigate intricate and sensitive issues with grace and professionalism.

• Strong business acumen rooted in practical wisdom, complemented by a comprehensive range of functional skills spanning product development, marketing, sales, and business development.

Preferred Qualifications

• An understanding of community and membership management

• Extensive experience working with start-ups, corporations, and government agencies is a plus

This requisition requires the candidate to have a minimum of the following clearance(s):

None

This requisition requires the hired candidate to have or obtain, within one year from the date of hire, the following clearance(s):

None

Work Location Type

Hybrid

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