Key Account Manager - Cybersecurity

Role Overview

We seek a seasoned Key Account Manager specializing in Cybersecurity to lead the expansion of business within key enterprise clients. This position emphasizes cultivating enduring client partnerships, uncovering cybersecurity prospects, and tailoring integrated security offerings to meet client needs.

Key Responsibilities

• Oversee and enhance a portfolio of major enterprise accounts in cybersecurity and IT domains.
• Establish and maintain robust connections with senior leadership such as CISOs, CIOs, IT Heads, and Security Heads.
• Spot new business opportunities in cybersecurity and manage the full sales process from lead generation through deal closure.
• Focus on developing opportunities in areas including Network Security, Endpoint Security, Cloud Security, Identity and Access Management (IAM), SOC/SIEM, Extended Detection and Response (XDR), Vulnerability Management, and Data Security.
• Collaborate extensively with pre-sales teams, solution architects, and technology vendors to craft solutions tailored to specific client requirements.
• Lead responses to RFPs/RFQs, negotiate commercial terms, and finalize contracts.
• Create detailed account plans, manage sales pipelines, and forecast revenue for assigned accounts.
• Grow existing accounts by cross-selling and up-selling additional cybersecurity and IT solutions.
• Maintain strategic partnerships with technology vendors and key stakeholders.

Ideal Candidate Profile

• Possesses 5 to 10 years of experience in B2B sales within IT or Cybersecurity, preferably with Systems Integrators (SI), Managed Security Service Providers (MSSP), Value-Added Resellers (VAR), or technology solution vendors.
• Proven expertise in managing enterprise-level or key accounts and selling cybersecurity products and services.
• Holds existing professional relationships with CISOs, CIOs, IT, or Security Heads, which is a significant advantage.
• Comprehensive understanding of cybersecurity technologies and enterprise IT ecosystems.
• Strong record of achieving or surpassing sales targets as well as closing complex transactions.
• Exemplary consultative sales capabilities, negotiation skills, and account management experience.
• Experience working with cybersecurity Original Equipment Manufacturers (OEMs) or vendors is preferred.