Key Account Manager

Key Responsibilities:1. Sales & Revenue GrowthDevelop and execute a strategic sales plan for the assigned Line of Business (Assessment, GRC, or MDR). Own the sales pipeline, ensuring consistent lead generation, deal closures, and revenue growth.

Achieve and exceed quarterly and annual sales targets.2. Client Relationship & Account ManagementBuild and maintain strong relationships with key enterprise clients, acting as a trusted cybersecurity advisor. Drive upsell and cross-sell opportunities within existing accounts.

Work closely with customers to understand their security challenges and regulatory requirements, positioning appropriate solutions.3. Solution Selling & Consultative ApproachConduct C-level engagements and consultative sales discussions with enterprise customers. Collaborate with Presales & Technical Teams to design and propose tailored cybersecurity solutions.

Respond to RFPs/RFIs, prepare proposals, and lead contract negotiations.4. Market & Industry EngagementKeep up to date with cybersecurity trends, regulatory changes, and industry developments. Participate in cybersecurity conferences, webinars, and industry events to enhance brand positioning.

Work with Marketing teams to develop sales campaigns and customer awareness programs.5. Internal Collaboration & ReportingCoordinate with Presales, Delivery, and Technical Teams to ensure seamless service delivery and client satisfaction. Maintain accurate sales records, CRM updates (Salesforce, HubSpot, etc.), and sales forecasts.

Provide regular reports and insights to leadership on market trends, competitor analysis, and business opportunities. Required Skills & Knowledge:Sales & Account Management:Experience in B2B enterprise sales for cybersecurity services. Strong expertise in Key Account Management (KAM) and client relationship building.

Proven track record of upselling, cross-selling, and revenue growth. Ability to develop and execute sales strategies for cybersecurity services. Cybersecurity & Domain Expertise:For Assessment LOB: Understanding of VAPT (Vulnerability Assessment & Penetration Testing), Red Teaming, Security Audits.

For GRC LOB: Knowledge of ISO 27001, SOC 2, GDPR, NIST, PCI-DSS, Risk & Compliance. For MDR LOB: Familiarity with SIEM, SOAR, Threat Intelligence, Incident Response, SOC Operations. Industry & Market Knowledge:Experience working with BFSI, IT, Healthcare, Government, or large enterprises.

Understanding of cybersecurity regulatory and compliance requirements in India. Ability to position cybersecurity solutions as a business enabler for clients. Negotiation & Stakeholder Management:Strong C-level engagement and ability to present cybersecurity solutions to senior stakeholders.

Expertise in contract negotiation, RFP/RFI responses, and proposal writing. Ability to work with internal teams (presales, delivery, marketing) for customer success. Tools & Technology Proficiency:Experience using CRM tools (Salesforce, HubSpot, Zoho) for account tracking.

Knowledge of cybersecurity tools relevant to each LOB (SIEM, GRC tools, Penetration Testing frameworks, etc.). Soft Skills & Leadership:Excellent communication, persuasion, and presentation skills. Ability to work in a target-driven environment with revenue accountability.

Strong problem-solving and consultative selling approach. Experience:Overall Experience: 6–10 years in enterprise sales, account management, or business development in the cybersecurity or IT services industry. Cybersecurity Sales Experience: At least 4 years of hands-on experience in selling cybersecurity services (Assessment, GRC, or MDR).

Industry-Specific Experience: Prior experience handling accounts in BFSI, IT, Healthcare, Government, or Large Enterprises is preferred. Client Engagement & Revenue ResponsibilityProven track record in managing enterprise accounts, driving revenue, and achieving/exceeding sales targets.

Experience in C-level stakeholder management, RFP/RFI handling, and consultative selling. Regional Experience: Experience working in India (West, North, or Pan-India) with a strong enterprise network.