Strategic Accounts Manager

Strategic Accounts Executive – Cybersecurity

Primary Verticals:
Telecom, SaaS & PaaS

Secondary Vertical:
Business Services

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.

This individual partners closely with technical specialists, delivery teams, and vertical experts to deliver value‑driven, outcome‑focused solutions aligned to client business priorities.

• 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
• Own and grow a pipeline of net new logos and existing accounts within Telecom, SaaS, and Business Services
• Consistently meet or exceed quota, new logo, and expansion targets
• Identify and execute cross‑sell and upsell opportunities across cybersecurity, compliance, and managed services

• Develop a strong understanding of telecom infrastructure, SaaS/PaaS architectures, and business services handling sensitive data
• Identify key cybersecurity drivers such as service availability, customer data protection, platform and API security, and regulatory compliance obligations
• Articulate business risk tied to service outages, data breaches, vendor ecosystem risk, and compliance failures

• Position cybersecurity solutions aligned to modern digital and cloud‑native risks, including penetration testing, managed security services (SOC, MDR, detection & response), cloud security assessments (AWS, Azure, GCP), compliance and assurance programs, and third‑party 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

• Build and manage relationships with C‑suite (CIO, CTO, CISO), engineering and Dev Ops leadership, and 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

• Maintain high‑quality pipeline management and hygiene in D365 or equivalent CRM
• Apply disciplined forecasting across pipeline, best case, and commit
• Ensure all opportunities are properly qualified, documented with clear value drivers and timelines, and actively progressed with defined next steps

• Primary Verticals:
  Telecom & SaaS/PaaS – telecommunications providers, 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

• 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

• 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 (MEDDPICC)
• Demonstrated ability to manage complex, multi‑stakeholder sales cycles
• Strong executive presence and communication skills

• Experience selling cybersecurity services (pentesting, MSS, advisory)
• Familiarity with cloud platforms (AWS, Azure, GCP)
• Exposure to compliance frameworks (ISO 27001, SOC 2, NIST)
• Background in professional services, consulting, or subscription‑based sales models

• 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