Strategic Accounts Manager

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 including:
- 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