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
• 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

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