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Account Manager - Cyber Security Sales
EXL CareerDelhi, India3 days ago
Job descriptionEffectively 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. 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. 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). 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. 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. 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
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 :
Consultative Selling & Solution Delivery :
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 :
Executive Relationship Management :
Sales and Operational Proficiency :
Communication and Soft Skills :
(ref : iimjobs.com)
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Manager Cyber Security • Delhi, India
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