Leads cybersecurity sales across new and existing accounts, including prospecting, strategic account planning, solution positioning, proposal development, negotiations, and deal closure. Builds executive relationships, manages complex enterprise opportunities, grows cybersecurity revenue, maintains Salesforce pipeline records, and collaborates with marketing, presales, delivery, finance, and partners. Provides cybersecurity market insight, shapes go-to-market strategy, and mentors junior account executives.
The Principal Account Executive is responsible for uncovering and fully understanding client cybersecurity needs, shaping tailored cybersecurity solutions, and ensuring delivery meets client budget and timeline expectations. This role leads pursuit teams on complex cybersecurity engagements, builds and maintains executive-level relationships, and drives cybersecurity revenue growth through both new business and account expansion. The Senior Account Executive serves as trusted advisor by bringing deep cybersecurity market and industry expertise, navigating multi-stakeholder negotiations, and positioning the company as a strategic partner.
Responsibilities
- Manage a portfolio of clients and prospects, conducting proactive outreach and lead generation alongside the NRI account team.
- Pursue and qualify new business opportunities that align with NRI’s ideal client profile.
- Develop and execute Strategic Account Plans for key clients and prospects along with NRI Account team
- Present product and service solutions effectively, demonstrating technical expertise in Microsoft platform offerings.
- Build strong client relationships by communicating directly, recommending tailored solutions, and gathering insights to improve partnerships.
- Negotiate agreements, close deals, and consistently achieve or exceed sales targets.
- Expand NRI’s cybersecurity footprint within existing accounts while maintaining a healthy sales pipeline.
- Maintain accurate records in Salesforce and report regularly on pipeline activity and progress.
- Collaborate with internal teams (marketing, presales, delivery, finance) and strategic manufacturing partners to support client needs and co-sell when appropriate.
- Participate in sales meetings and training to enhance skills, share expertise, and drive team performance.
- Coordinate and Conduct meetings with clients, partners and internal stakeholders to drive business for NRI.
- Build and Deliver proposals to prospective and existing customers, as well as to strategic partners.
- Manage higher-value, more complex deals and oversee strategic or enterprise-level accounts.
- Help shape sales strategy and go-to-market approaches for assigned verticals, regions, or key business segments.
- Build and execute Strategic Account Plans for high-priority clients, focusing on long-term growth and retention.
- Deliver deeper client insights and contribute to market intelligence, helping to refine offerings and inform business planning.
- Collaborate more directly with leadership or cross-functional teams on customer strategy.
- Mentor, coach, and provide support to junior Account Executives, fostering team development and knowledge sharing.
- · Other duties as assigned and directed.
Required Skills
- 7 -10 years’ experience positioning and closing cybersecurity professional services opportunities
- Previous experience with Salesforce or equivalent CRM applications.
- Experience prospecting for new accounts and identifying opportunities to cross sell within existing accounts.
- Excellent written and verbal communication skills
- 7-10 years’ experience in a sales or account management role.
- Ability to prioritize and handle multiple requests concurrently such as operating as an overlay to existing NRI accounts and building a funnel of net new business.
- Conduct comprehensive research to understand cybersecurity industry trends, market dynamics, and the competitive landscape to identify potential clients and opportunities.
- Conduct independent research and collaborate with clients to identify their specific business challenges, pain points, and objectives to tailor solutions that meet their unique requirements.
- Work closely with technical teams and solution architects to design and present tailored solutions that align with the client's business objectives.
- Develop compelling value propositions that emphasize the business benefits and ROI of solutions.
- Build and maintain strong relationships with clients, understanding their evolving needs and positioning your company as a trusted advisor.
- Stay updated on emerging trends, technologies, and methodologies and continuously improve sales skills and knowledge.
- Stay informed about advancements in digital transformation, sales methodologies, and technology to continuously improve your expertise and effectiveness as a sales consultant.
- Bachelor’s degree in business, Marketing, Communications, or a related field.
- Demonstrated record of consistently exceeding sales goals
- Knowledge around cybersecurity professional services and Manages Security Services such as Endpoint protection, MDR, EDR, XDRo SEIM and Managed SEIM offerings
- Ability to negotiate contracts, deliverables and price
- Understanding of cloud computing and the business benefits which it provides
- The ability to present complex technology in a way non-technical people can understand
Benefits
You'll love working at NRI not just for the usual benefits, but for our environment and culture!
You'll work with a great group of people in a highly collaborative team and results oriented atmosphere.
You'll have the opportunity to work in a dynamic and extremely positive environment where there is always the opportunity to challenge your skills and really move the needle.
You’ll work with large, sophisticated, and progressive clients throughout North America.
We provide a comprehensive benefits program including: Health, Vision, and Dental Insurance, Life Insurance, Health/Dependent Care Flexible Spending, 401(k) Plan, Short-Term and Long-Term Disability Coverage, Generous Vacation and Flex Time Off Programs, Company Paid Holidays, and Training and Development Opportunities.
Notices
The above description is intended to describe the general nature and level of work performed by individuals assigned to this position. This is not intended to be an exhaustive list of all responsibilities, duties, knowledge, skills, or experience required of individuals in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties and responsibilities.
NRI North America is proud to be an Equal Opportunity/Affirmative Action employer.
NRI North America will accept applications on an ongoing basis.
NRI North America will consider qualified candidates with criminal histories in a manner consistent with The Los Angeles Fair Chance Initiative for Hiring Ordinance.
If you require reasonable accommodation in completing an application, interviewing, or otherwise participating in the hiring process, please direct your inquiries to [email protected].
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