Principal Account Executive - Cyber Security

Accountabilities:

• • Manage a portfolio of strategic clients and prospects, proactively generating leads and identifying opportunities for new business and account expansion.
  • Develop and execute strategic account plans focused on long-term growth, retention, cross-selling, and deeper cybersecurity engagement.
  • Research cybersecurity market trends, competitive dynamics, emerging technologies, and prospective organizations to identify high-value opportunities.
  • Qualify and pursue opportunities that align with target customer profiles and commercial objectives.
  • Engage directly with client executives and stakeholders to understand business challenges, cybersecurity priorities, pain points, and desired outcomes.
  • Act as a trusted cybersecurity advisor by translating client requirements into tailored solutions and demonstrating clear business value and ROI.
  • Lead complex and high-value sales pursuits, coordinating internal pursuit teams and ensuring alignment across sales, presales, delivery, finance, marketing, and leadership.
  • Work with technical teams and solution architects to develop and present cybersecurity solutions aligned with customer objectives, budgets, and timelines.
  • Present Microsoft platform offerings and cybersecurity services effectively to both technical and non-technical audiences.
  • Build compelling proposals and presentations for prospective and existing customers, as well as strategic partners.
  • Negotiate contracts, pricing, deliverables, and commercial terms while consistently working toward mutually beneficial outcomes.
  • Maintain a healthy sales pipeline, accurately document activity and opportunities in Salesforce, and provide regular reporting on progress and forecasts.
  • Expand the cybersecurity footprint within existing accounts while developing a strong pipeline of net-new business.
  • Collaborate with strategic technology and manufacturing partners on co-selling opportunities and customer initiatives.
  • Participate in sales meetings, training, and knowledge-sharing activities to strengthen individual and team performance.
  • Contribute customer insights and market intelligence to sales strategy, offering development, and go-to-market planning.
  • Mentor and support junior Account Executives, sharing expertise and helping develop commercial and cybersecurity selling capabilities.

  Requirements

  • Bachelor’s degree in Business, Marketing, Communications, or a related field.
  • 7–10 years of experience in cybersecurity sales, account management, or cybersecurity professional services, with a demonstrated ability to position and close complex opportunities.
  • Proven track record of consistently meeting or exceeding sales targets.
  • Strong knowledge of cybersecurity professional services and managed security offerings, including endpoint protection, MDR, EDR, XDR, SIEM, and managed SIEM solutions.
  • Experience prospecting for new accounts and identifying cross-sell and expansion opportunities within existing enterprise relationships.
  • Demonstrated experience managing strategic or enterprise-level accounts and higher-value, complex sales cycles.
  • Strong understanding of cloud computing and the business value and transformation opportunities enabled by cloud technologies.
  • Ability to research and understand cybersecurity industry trends, competitive landscapes, and evolving technology and regulatory environments.
  • Experience conducting discovery with clients and translating business challenges into tailored technology and cybersecurity solutions.
  • Ability to collaborate effectively with solution architects and technical teams while communicating complex technologies in accessible, business-oriented language.
  • Strong consultative selling, value proposition development, negotiation, and closing skills.
  • Previous experience with Salesforce or a comparable CRM platform.
  • Excellent written, verbal, presentation, and executive communication skills.
  • Strong organizational and prioritization skills, with the ability to manage multiple concurrent opportunities and operate across existing accounts while building net-new pipeline.
  • Ability to influence stakeholders and coordinate cross-functional teams without direct authority.
  • Strong commercial judgment, relationship-building skills, and a customer-first mindset.
  • Willingness to continuously develop knowledge of emerging cybersecurity technologies, digital transformation, and modern sales methodologies.

  Benefits

  • Base salary of $150,000–$180,000 per year.
  • Commission opportunity based on the gross profit generated from sales.
  • Total compensation determined based on experience, location, and other relevant factors.
  • Health, vision, and dental insurance.
  • Life insurance.
  • Health and dependent-care flexible spending accounts.
  • 401(k) plan.
  • Short-term and long-term disability coverage.
  • Generous vacation and flexible time-off programs.
  • Company-paid holidays.
  • Training and professional development opportunities.
  • Collaborative, results-oriented work environment with opportunities to make a meaningful business impact.
  • Exposure to large, sophisticated, and progressive clients across North America.
  • Opportunity to work on complex cybersecurity challenges and develop strategic enterprise relationships.