Job Application for Account Executive – CMMC & Compliance Specialist at Custom Computer Specialists

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We are a growing IT company; a great place to start and grow your career!

CCS is a leading technology consulting firm providing best in class solutions to our clients for over 45 years. Expressed simply in our tagline – Right People, Right Results, Right Careers! Our philosophy is, in fact, an obsession that drives our behavior, our culture and our work. It’s why we put tremendous emphasis on hiring individuals that embody the principles that align with our obsession. We continue to successfully provide network integration, support services, products solutions, and applications services to our valued clients in the northeast. Our focus is simple...our goal is to make technology easy and to help our clients use it as effectively as possible.

Position Summary

The Account Executive – CMMC Specialist is a quota-carrying sales professional responsible for driving revenue growth within CCS’s Cybersecurity & Compliance practice, with a primary focus on CMMC (Cybersecurity Maturity Model Certification), DFARS compliance, and related DoD cybersecurity mandates.

This individual will serve as the field-facing subject matter specialist for regulated defense contractors and manufacturers across the region. The role centers on selling structured compliance engagements including baseline assessments, readiness programs, vCISO services, continuous monitoring, and long-term managed security solutions.

This is a strategic revenue role aligned to recurring consulting revenue, managed security services, and multi-phase compliance engagements.

Core Responsibilities

Revenue & Quota Ownership

Achieve annual Gross Margin quota tied to CMMC and compliance services.
Sell structured engagement pathways:

CMMC Baseline Assessment (fixed-fee discovery)
CMMC Readiness & Remediation SOW
vCISO / vISSE recurring advisory
Ongoing compliance maintenance retainers

Build and maintain 3–5x pipeline coverage.
Drive multi-year recurring consulting agreements.

Market Development – Defense Industrial Base (DIB)

Target manufacturers, aerospace suppliers, government contractors, and subcontractors subject to DFARS 252.204-7012 and CMMC 2.0 requirements.
Identify organizations handling Controlled Unclassified Information (CUI).
Develop relationships with:

CEOs
CFOs
Compliance Officers
IT Directors
Government Contract Administrators

Educate the market on CMMC timelines, audit requirements, and risk exposure.

Subject Matter Leadership

Demonstrate working knowledge of:

CMMC 2.0 Level 1 & Level 2
NIST 800-171
NIST 800-172
SPRS scoring
POA&M development

Position CCS as a long-term compliance partner rather than one-time consultant.
Collaborate with internal compliance team (vCISO, engineers, assessment leads).
Present executive-level risk and compliance roadmaps.

Consultative Selling Approach

Utilize MEDDPICC methodology to qualify opportunities.
Lead discovery conversations focused on:

Gap identification
Business impact of non-compliance
Contract eligibility risk
Revenue at stake

Translate compliance risk into financial and operational impact.
Present ROI models comparing remediation cost vs. lost contract risk.

Portfolio Cross-Sell Strategy

Attach the following services to compliance engagements:

Managed Security Services (EDR, SIEM, SOC)
Secure Cloud Enclaves
Backup & Disaster Recovery
Endpoint & Identity Security
Managed Services On-Site & Remote

Drive conversion from project-based compliance to recurring MRR.

Key Performance Indicators (KPIs)

Annual Gross Margin Quota Attainment
CMMC Baseline Assessments Sold
Readiness SOW Conversion Rate
Recurring Compliance Revenue (MRR)
Multi-Year Agreement Penetration
Pipeline Coverage Ratio
Cross-Sell Attach Rate (Security & Managed Services)

Required Qualifications

5+ years B2B technology sales experience
2+ years selling cybersecurity or compliance solutions
Demonstrated success selling into regulated industries
Strong understanding of recurring revenue business models
Ability to communicate regulatory risk at the executive level
Experience managing complex, multi-stakeholder deals

Preferred Qualifications

Experience selling CMMC, NIST, or FedRAMP-related services
Familiarity with defense contractor ecosystem
Experience in an MSP or MSSP environment
MEDDPICC training
Understanding of secure enclave architecture

Core Competencies

Executive presence and credibility
Regulatory fluency
Financial acumen (GM%, MRR, TCV)
High pipeline discipline and CRM hygiene
Ability to simplify complex compliance language
Competitive, growth-oriented mindset

Compensation Structure

Base + Commission (50/50 OTE recommended)
Commission paid on Gross Margin
Accelerators for multi-year recurring compliance agreements
SPIF incentives tied to CMMC baseline assessment volume
Additional accelerators for full lifecycle (Assessment → Readiness → Managed Security conversion)

Strategic Importance to CCS

CMMC compliance is not a one-time project; it is an ongoing operational mandate. This role directly supports CCS’s strategic objective of:

Productizing compliance services
Building recurring advisory revenue (vCISO/vISSE)
Expanding managed security penetration
Positioning CCS as a long-term compliance partner within the Defense Industrial Base

The Account Executive – CMMC Specialist is expected to serve as both revenue driver and market educator, elevating CCS’s position as a trusted authority in the regulated security space.

#IND

CCS Offers:

Competitive salaries
Comprehensive benefits including:
- Medical and dental plans
- Company paid vision and short and long term disability plans
- Flexible spending programs including Healthcare, Dependent Care, Transit and Parking
- 401K with employer match
- Tuition reimbursement
- Onsite fitness center (or gym membership reimbursement for client or satellite based employees)
- Company paid life Insurance
- Paid holidays and vacation
- Technical certification gift card rewards program

Come experience our unique culture and see how our “right people, right results” philosophy has led to our outstanding success! We are great place to start your IT career!

EEO Statement:

Custom Computer Specialists is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. To request a reasonable accommodation to apply for this position or to enable qualified individuals with disabilities to perform essential job functions, contact humanresources@customonline.com or 631-864-6699.

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Account Executive – CMMC & Compliance Specialist

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