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