Account Manager - Cyber Security Sales

Description:

Sales Account Manager (Cybersecurity)

Key Responsibilities:

These points detail the expected day-to-day actions and primary goals for the role, expanding on pipeline, forecasting, and execution.

Strategic Account Growth:

- Develop and execute comprehensive territory and account plans focused on maximizing market penetration and driving profitable revenue growth.

- Proactively identify, qualify, and close new logo business while managing and expanding existing strategic accounts through cross-selling and upselling our cybersecurity portfolio.

- Serve as the primary, trusted advisor to clients, guiding their cybersecurity roadmap and positioning our solutions against their evolving security challenges.

Sales Process & Deal Management:

- Effectively manage the end-to-end sales cycle, navigating complex, multi-stakeholder enterprise deals (typically $X-figure deal sizes, $Y-month sales cycles).

- Maintain high pipeline hygiene and provide accurate weekly, monthly, and quarterly sales forecasts using CRM software (e.g., Salesforce).

- Lead the commercial negotiation of contracts, pricing, and terms to ensure favorable and mutually beneficial agreements.

Consultative Selling & Solution Delivery:

- Utilize a consultative sales methodology to conduct detailed security needs assessments and effectively articulate the business value of our technical offerings (not just the features).

- Coordinate internal resources (e.g., Sales Engineers, Professional Services) to deliver compelling demonstrations, technical deep-dives, and customized proposals.

- Track and report on key sales performance metrics, including time-to-close, win rate, and sales quota attainment.

Required Skills and Qualifications:

This section integrates the strong foundational skills you provided and adds the necessary technical depth and operational proficiency.

Cybersecurity and Technical Acumen:

- In-depth knowledge of Cloud Security, Application Security, and Network Security products and solutions.

- Deep understanding of the current cybersecurity threat landscape, attack vectors (e.g., ransomware, supply chain attacks), and major security technologies (e.g., SIEM, EDR/XDR, ZTA, CSPM, IAM).

- Familiarity with industry compliance and governance frameworks (NIST, ISO 27001, SOC 2, GDPR, HIPAA, PCI DSS).

Executive Relationship Management:

- Proven ability to establish and nurture relationships with IT managers, CISOs, CIOs, and other senior-level decision-makers in enterprise organizations.

- Exceptional skills in maintaining and building long-term customer relationships, resulting in high retention and recurring revenue.

- Strong ability to align customer business objectives with our cybersecurity offerings, demonstrating clear ROI.

Sales and Operational Proficiency:

- Proven track record of consistently exceeding sales quotas and successfully closing complex deals in the B2B technology or cybersecurity sector.

- Proficiency in creating opportunities, account plans, and delivering accurate forecasting.

- Expertise in managing the sales funnel and a high degree of proficiency with CRM systems (Salesforce preferred) for pipeline and activity tracking.

Communication and Soft Skills:

- Excellent communication and presentation skills with the ability to translate complex technical concepts into clear, concise business language for executive audiences.

- High degree of customer orientation and a proven ability to add value through sales by demonstrating industry expertise and strategic guidance.

- Highly motivated, self-starter with a "hunter" and "farmer" dual mentality