Strategic Accounts Manager

Key Responsibilities

• Drive full-cycle sales execution including:

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.

• 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

• 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

• 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

• Build and manage relationships with:
• C-suite (CIO, CTO, CISO)
• Engineering and Dev Ops 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

• 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

• Telecommunications providers and network operators
• Cloud-native SaaS and platform companies
• Emerging technology and digital services providers
• API-driven and subscription-based business models

• 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…