Principal Account Executive - Cyber Security

NRI North America is seeking a Principal Account Executive to uncover and fully understand client cybersecurity needs, shape tailored solutions, and ensure delivery aligns with client budget and timeline expectations. This role leads pursuit teams on complex cybersecurity engagements, builds executive-level relationships, and drives cybersecurity revenue growth through new business and account expansion.

Responsibilities

• Manage a portfolio of clients and prospects, conducting proactive outreach and lead generation alongside the NRI account team
• Pursue and qualify new business opportunities that align with NRI’s ideal client profile
• Develop and execute Strategic Account Plans for key clients and prospects with the NRI Account team
• Present product and service solutions effectively, demonstrating technical expertise in Microsoft platform offerings
• Build strong client relationships by communicating directly, recommending tailored solutions, and gathering insights to improve partnerships
• Negotiate agreements, close deals, and consistently achieve or exceed sales targets
• Expand NRI’s cybersecurity footprint within existing accounts while maintaining a healthy sales pipeline
• Maintain accurate records in Salesforce and report regularly on pipeline activity and progress
• Collaborate with internal teams (marketing, presales, delivery, finance) and strategic manufacturing partners to support client needs and co-sell when appropriate
• Participate in sales meetings and training to enhance skills, share expertise, and drive team performance
• Coordinate and conduct meetings with clients, partners, and internal stakeholders to drive business for NRI
• Build and deliver proposals to prospective and existing customers, as well as to strategic partners
• Manage higher-value, more complex deals and oversee strategic or enterprise-level accounts
• Help shape sales strategy and go-to-market approaches for assigned verticals, regions, or key business segments
• Build and execute Strategic Account Plans for high-priority clients, focusing on long-term growth and retention
• Deliver deeper client insights and contribute to market intelligence, helping to refine offerings and inform business planning
• Collaborate directly with leadership or cross-functional teams on customer strategy
• Mentor, coach, and provide support to junior Account Executives, fostering team development and knowledge sharing
• Conduct comprehensive research to understand cybersecurity industry trends, market dynamics, and the competitive landscape to identify potential clients and opportunities
• Conduct independent research and collaborate with clients to identify their specific business challenges, pain points, and objectives to tailor solutions
• Work closely with technical teams and solution architects to design and present tailored solutions that align with the client's business objectives
• Develop compelling value propositions that emphasize the business benefits and ROI of solutions
• Build and maintain strong relationships with clients, understanding their evolving needs and positioning NRI as a trusted advisor
• Stay updated on emerging trends, technologies, and methodologies and continuously improve sales skills and knowledge
• Stay informed about advancements in digital transformation, sales methodologies, and technology to improve expertise and effectiveness as a sales consultant
• Other duties as assigned

Requirements

• 7–10 years’ experience positioning and closing cybersecurity professional services opportunities
• Previous experience with Salesforce or equivalent CRM applications
• Experience prospecting for new accounts and identifying opportunities to cross-sell within existing accounts
• Excellent written and verbal communication skills
• 7–10 years’ experience in a sales or account management role
• Ability to prioritize and handle multiple requests concurrently, such as operating as an overlay to existing NRI accounts and building a funnel of net-new business
• Bachelor’s degree in Business, Marketing, Communications, or a related field
• Demonstrated record of consistently exceeding sales goals
• Knowledge of cybersecurity professional services and Managed Security Services such as Endpoint protection, MDR, EDR, XDR, SIEM, and Managed SIEM offerings
• Ability to negotiate contracts, deliverables, and price
• Understanding of cloud computing and the business benefits it provides
• Ability to present complex technology in a way non-technical people can understand

Benefits

• Health, Vision, and Dental Insurance
• Life Insurance
• Health/Dependent Care Flexible Spending
• 401(k) Plan
• Short-Term and Long-Term Disability Coverage
• Generous Vacation and Flex Time Off Programs
• Company Paid Holidays
• Training and Development Opportunities

NRI offers a highly collaborative, results-oriented environment with a dynamic and positive culture. You’ll work with large, sophisticated, and progressive clients throughout North America.