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Account Manager - Cyber Security Sales

Account Manager - Cyber Security Sales

EXL CareerMumbai, India
8 days ago
Job description

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 :

  • Effectively 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.

    • Consultative Selling & Solution Delivery :

  • 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.

    • 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 :

  • 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).

    • Executive Relationship Management :

  • 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.

    • Sales and Operational Proficiency :

  • 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.

    • Communication and Soft Skills :

  • 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

    • (ref : iimjobs.com)

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    Manager Cyber Security • Mumbai, India