ABOUT THE COMPANY
Our client has been advising organizations on cybersecurity for over 30 years. Their emphasis on cybersecurity governance helps security executives and board members understand what their material risks are in business terms and how to prioritize remediation. They provide penetration testing services, incident response readiness and breach response, PCI QSA, ISO 27001 implementation, and risk management as a service.
ABOUT THE ROLE
As a Cybersecurity Services Account Manager, you'll be responsible for selling our client’s security services and security technology solutions to within a geographic territory. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist, and an Executive Advisory Director and services practices personnel as appropriate for your accounts.
Development of a multi-year strategic account management plan for your top accounts is a core and critical responsibility for the Cybersecurity Services Sales Executive. You'll identify and understand your client's core business objectives and how they correlate to mitigating business and cybersecurity risk. Based upon this understanding of the client, you'll bring together appropriate technical, executive advisory and leadership personnel to collaborate with your top account client leadership to refine and/or build a security strategy and subsequently develop and propose solutions to address client security needs over a multi-year period. Ideally this will take the form of very large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. An overarching goal is to establish a trusted relationship with the client that results in our client being their primary security solution partner and provider.
You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with clients early in the year to understand and document their business, technology and security goals, as well as client expectations of our client in support of attaining those goals. You’ll review these goals, expectations and progress with your clients quarterly, engaging company executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals.
RESPONSIBILITIES:
Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.
Lead creation of multi-year strategic account management plans, for top accounts, based upon identified client business, technology and security goals, coupled with understanding of security trends, threats and points of view for each assigned account.
Build a large sales pipeline within assigned accounts and achieve/exceed gross margin target
Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity.
Effectively communicate our client’s value proposition as it relates to security services and technologies expertise and capabilities.
Build strong, collaborative and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.
Initiate and / or monitor and mediate all necessary communications between clients, technology partners and members of the cross-functional team (technical, sales, client operations, etc.) within each assigned account.
Maintain collaborative and effective internal communications with team members relative to specific opportunities, associated requirements and client satisfaction.
QUALIFICATIONS:
5 to 7 years of experience in solution and services-based sales through work in an Information Technology or Security environment
Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.
Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.
Strong business acumen and ability to correlate business goals with business and cyber security risk in support of developing complex security technology and services solutions.
Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.
Strong presentation, verbal and written communication skills.
Strong negotiation experience
Experience in and knowledge of the IT security market and competitors.
Experience in and knowledge of the Risk & Compliance market and competitors.
History of demonstrated achievement exceeding plan and expectations.
Preferred Experience
Experience in building and selling complex and multi-year hardware, software, services and financing solutions to corporate clients.
Experience in and knowledge of the IT Infrastructure market and competitors.
Experience selling management consulting services.