Key Accounts Executive

Job Summary:

Key Accounts Manager (KAM)

As a Key Accounts Manager, you will acquire, own and grow relationships with some of enterprise customers. You will act as the trusted advisor to CXOs and security leaders, ensuring our solutions deliver maximum business value while identifying new revenue opportunities.

Key Responsibilities, Deliverables / Outcomes

1.     Account Management & Business Development

•  Develop and execute account strategies for assigned major enterprise clients.
•  Identify new business opportunities within existing and prospective accounts.
•  Manage the end-to-end sales cycle: prospecting, opportunity qualification, proposal, negotiation, and closure.
•  Ensure timely renewals, expansions, and cross-sell/upsell initiatives.
•  Maintain strong understanding of customer business environments, challenges, and transformation priorities.

2.  Customer Engagement & Relationship Building

•  Build long-term, trusted relationships with key stakeholders CXOs, CISOs, CIOs, and decision-makers.
•  Conduct business reviews and solution presentations demonstrating ROI and business impact.
•  Act as the single point of contact for customer escalations and service coordination.
•  Drive customer satisfaction and retention through proactive engagement.

3. Internal Collaboration

•  Work closely with solution architects, delivery, and product teams to create customized cybersecurity solutions.
•  Collaborate with marketing for account-based campaigns, thought leadership events, and demand generation.
•  Coordinate with channel partners, system integrators, and OEMs to maximize account coverage.

4.    Market & Industry Insight

•  Stay updated on emerging cybersecurity trends, technologies, and threat landscapes.
•  Track competitor activity and provide insights for strategic account planning.
•  Leverage market intelligence to position company solutions effectively and identify white-space opportunities.

Key Skills

1.Business Development Skills

•  Prospecting and lead generation
•  Pipeline building and opportunity qualification
•  Understanding of sales cycles and deal progression

2. Strategic Account Management

•  Account planning and account mapping
•  Stakeholder identification and engagement
•  Ability to develop long-term customer relationships

3. Consultative Selling

•  Ability to understand customer business challenges
•  Solution positioning and value articulation
•  ROI and business impact presentation

4. Communication & Presentation Skills

•  Executive-level communication (written & verbal)
•  Storytelling and pitch delivery
•  Strong negotiation and persuasion skills

5. Analytical & Research Skills

•  Market intelligence and competitive analysis
•  Understanding customer industry trends
•  Ability to evaluate customer needs and align solutions

6. Tech Orientation

•  Interest/aptitude in cybersecurity concepts
•  Understanding digital transformation trends
•  Ability to translate technical solutions into business outcomes

7. Collaboration & Cross-Functional Working

•  Working with pre-sales, delivery, marketing, and product teams
•  Coordinating with channel partners/system integrators

Key Competencies

• Customer Centricity – Understands customer goals and tailors solutions accordingly
• Strategic Thinking – Aligns account plans with customer business strategy
• Influencing Skills – Builds trust and credibility with CXO-level executives
• Collaboration – Works effectively with cross-functional and global teams
• Learning Agility – Quickly assimilates new knowledge, feedback, and technologies
• Result Orientation – Demonstrates accountability for outcomes and performance