Inside Sales Representative managing B2B customer interactions and lead qualification for energy solutions startup. Engaging with clients to drive successful projects and reduce energy costs.
About the role
- Executivo de Contas com foco em vendas consultivas B2B de serviços de Segurança da Informação. Atuando no ciclo comercial completo com demandas de GRC e PCI.
Responsibilities
- Conduzir o ciclo completo de vendas (prospecção → discovery → qualificação → proposta → negociação → fechamento);
- Atuar com venda consultiva de serviços customizados, construindo diagnóstico, entendimento de maturidade e desenho de solução com apoio técnico quando necessário;
- Prospectar e desenvolver oportunidades com decisores e influenciadores (TI, Segurança, Riscos, Compliance, Auditoria, Financeiro);
- Elaborar propostas e apresentações comerciais, garantindo alinhamento de escopo, prazo e valor entregue. Manter rotina de CRM, cadência de follow-up, gestão de pipeline e forecast;
- Conduzir negociações comerciais e apoiar a transição para entrega (handoff) com o time técnico;
- Mapear oportunidades de expansão (upsell/cross-sell) em contas ativas, quando aplicável.
Requirements
- Experiência comprovada em vendas B2B consultivas.
- Vivência com venda de serviços customizados de Segurança da Informação (consultoria/serviços profissionais).
- Experiência comercial atuando com GRC e/ou PCI (ex.: PCI DSS / PCI PIN / conformidade PCI).
- Habilidade para conduzir reuniões de discovery, estruturar proposta, negociar e fechar.
- Organização e disciplina para gestão de funil e metas (experiência com CRM).
- Diferenciais (bem-vindos)
- Venda de serviços relacionados a ISO 27001/27701, NIST, LGPD, gestão de riscos, auditorias e adequações.
- Experiência com grandes contas, múltiplos stakeholders e ciclos de venda mais longos.
- Outbound estruturado (cadências, ABM, social selling, cold email/ligação).
- Conhecimento de SOW/escopo, formação de preço e estimativas.
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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