Strategic Accounts Manager

Strategic Accounts Manager

The Strategic Accounts Executive – Cybersecurity is responsible for driving new business acquisition and expansion revenue across Telecom, SaaS, and PaaS organizations. This role requires a strong hunter mentality, with the ability to engage digital-native and infrastructure-heavy organizations on cyber risk, resilience, compliance, and regulatory requirements. The role focuses on selling a portfolio of cybersecurity, assurance, advisory, and managed services, positioning solutions against risks such as platform security, customer data protection, uptime resilience, and third-party ecosystem vulnerabilities. This individual partners closely with technical specialists, delivery teams, and vertical experts to deliver value-driven, outcome-focused solutions aligned to client business priorities.

Key Responsibilities

• Sales & Revenue Growth
• Own and grow a pipeline of net new logos and existing accounts within Telecom, SaaS, and Business Services
• Drive full-cycle sales execution including: prospecting and outbound engagement, qualification using MEDDPICC, discovery and value articulation, solution positioning and proposal development, negotiation and close
• Consistently meet or exceed quota, new logo, and expansion targets
• Identify and execute cross-sell and upsell opportunities across cybersecurity, compliance, and managed services
• Industry & Vertical Expertise
• Develop strong understanding of: Telecom infrastructure and network environments, SaaS/PaaS architectures and shared responsibility models, business services organizations handling sensitive customer or financial data
• Understand key cybersecurity drivers across: service availability and uptime SLAs, customer data protection and privacy, platform and API security, regulatory and contractual compliance obligations
• Articulate business risk tied to: service outages and downtime, data breaches and customer trust erosion, third-party/vendor ecosystem risk, compliance failures and financial penalties
• Solution Selling & Advisory
• Position cybersecurity solutions aligned to modern digital and cloud-native risks, including: application, cloud, and infrastructure penetration testing, managed security services (SOC, MDR, detection & response), cloud security assessments (AWS, Azure, GCP), compliance and assurance programs (ISO, SOC, regulatory frameworks), third-party and supply chain risk management
• Translate technical capabilities into executive-level business outcomes (risk reduction, revenue protection, compliance readiness)
• Collaborate with subject matter experts to develop tailored proposals, business cases, and statements of work
• Customer & Stakeholder Engagement
• Build and manage relationships with: C-suite (CIO, CTO, CISO), engineering and DevOps leadership, security, risk, and compliance stakeholders
• Act as a trusted advisor on cybersecurity strategy, risk posture, and maturity progression
• Lead customer conversations that connect cybersecurity investments to business impact
• Ensure effective handoff from sales to delivery for successful execution and client satisfaction
• Forecasting & CRM Discipline
• Maintain high-quality pipeline management and hygiene in D365 (or CRM equivalent)
• Apply disciplined forecasting across: pipeline best case commit
• Ensure all opportunities are: properly qualified (MEDDPICC-aligned), documented with clear value drivers and timelines, actively progressed with defined next steps

Target Accounts & Buyers

• Primary Verticals: Telecom & SaaS/PaaS
• Telecommunications providers and network operators
• Cloud-native SaaS and platform companies
• Emerging technology and digital services providers
• API-driven and subscription-based business models
• Secondary Vertical: Business Services
• Professional services and consulting firms
• Financial and transaction processing providers
• Outsourcing and shared services organizations
• Any service-based organization handling sensitive customer or operational data

Qualifications & Experience

• 7+ years of enterprise B2B sales experience in cybersecurity, SaaS, cloud, or technology services
• Proven track record of new logo acquisition and quota attainment
• Experience selling into Telecom, SaaS, or technology-driven organizations
• Strong understanding of cloud, application, or platform security fundamentals
• Experience with structured sales methodologies (e.g., MEDDPICC)
• Demonstrated ability to manage complex, multi-stakeholder sales cycles
• Strong executive presence and communication skills
• Preferred Experience (Nice to Have)
• Experience selling cybersecurity services (pentesting, MSS, advisory)
• Familiarity with cloud platforms (AWS, Azure, GCP)
• Exposure to compliance frameworks (ISO 27001, SOC 2, NIST, etc.)
• Background in professional services, consulting, or subscription-based sales models

Success Metrics

• Annual quota attainment and revenue growth
• New logo acquisition within target verticals
• Pipeline coverage and conversion rates
• Forecast accuracy and CRM discipline
• Cross-sell, upsell, and account expansion performance