Strategic Accounts Manager

Strategic Accounts Manager

Strategic Accounts Executive – Cybersecurity

Primary Verticals: Telecom, SaaS & PaaS Secondary Vertical: Business Services

Role Summary: 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, and business services organizations handling sensitive customer or financial data. Understand key cybersecurity drivers across service availability and uptime, 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

Relevant Solutions & Services: Penetration Testing (Apps, Cloud, Infrastructure) Managed Security Services (SOC, MDR, Continuous Monitoring) Cyber Risk & Maturity Assessments Cloud Security & Architecture Reviews Compliance & Assurance Programs (ISO, SOC, regulatory readiness) Third-Party Risk & Supply Chain Security Assessments

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