Security Principal at Optiv designing AI security solutions for clients, leveraging advanced security services and technologies. Driving pipeline generation and maintaining strong client relationships as a trusted advisor.
AG
Cybersecurity Account Executive
Posted 2 weeks ago
About the role
- Cybersecurity Account Executive driving sales and client engagement at Arancia, a Canadian cybersecurity firm. Focusing on building relationships and enhancing security postures for clients.
Responsibilities
- Develop and execute a comprehensive sales strategy to meet or exceed monthly, quarterly, and annual sales targets.
- Focus on building and maintaining a healthy sales pipeline by identifying, prospecting, and qualifying leads.
- Establish and nurture strong, long-term relationships with new and existing clients.
- Understand their cybersecurity challenges, needs, and goals, and deliver tailored solutions to address those needs.
- Drive in-house business development from existing accounts.
- Leverage in-depth knowledge of our cybersecurity products and services, including but not limited to penetration testing, red team, risk assessments, network security, endpoint protection, identity management, cloud security, SOC/SIEM, and compliance solutions.
- Effectively present solutions/services and demonstrate value to potential customers.
- Work closely with Cybersecurity best of breed solution companies to drive software license sales and net new business.
- Conduct market research to identify new business opportunities and trends within the cybersecurity industry.
- Stay up-to-date on the latest cybersecurity threats, technologies, and best practices to offer insightful, strategic advice to clients.
- Lead sales presentations, product demonstrations, and support with RFP responses.
- Collaborate closely with internal teams to ensure the successful delivery of solutions and services to clients.
- Lead negotiations with potential clients, including contract terms and pricing.
- Maintain accurate and up-to-date records in the CRM system, track sales activities, and provide regular sales forecasts and reports to management.
Requirements
- 3+ years of experience in both B2C and B2B sales, preferably within the cybersecurity, technology, or IT solutions space.
- Extra emphasis working with SIEM technology experience and MSSP’s is ideal.
- Proven success in a consultative selling environment with a track record of consistently meeting or exceeding sales quotas.
- Strong understanding of cybersecurity concepts, trends, and challenges, including penetration testing, risk assessments, network security, cloud security, endpoint protection, SOC/SIEM, risk management, and compliance frameworks (e.g., NIST CSF, ISO 27001, HIPAA, etc.).
- Demonstrated ability to identify, qualify, and close sales opportunities.
- Strong negotiation, communication, and presentation skills, with the ability to engage both technical and non-technical stakeholders.
- Experience working with best of breed solution providers such as Crowdstrike, Proofpoint, Netskope and Palo Alto to drive sales.
- Ability to understand and articulate complex cybersecurity solutions.
- A background or familiarity with technical aspects of cybersecurity products and services is highly preferred.
- Bachelor’s degree in business, Information Technology, Cybersecurity, or related field (or equivalent work experience).
- Relevant cybersecurity certifications (e.g., CISSP, CISM, CompTIA Security+, CEH) or technical sales certifications are a plus.
- Highly motivated and results-oriented with excellent interpersonal skills.
- Ability to work independently, manage time effectively, and thrive in a fast-paced, competitive environment.
Benefits
- Market competitive salary + commission structure based on experience & Qualifications
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