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Key Account Manager - Security
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Location: Remote (Ideal candidates should be located on the East Coast)
Type: Full Time
Description
This role focuses on managing and expanding key client accounts within the security domain, specifically geared towards enterprise security software solutions. Combining account management expertise with a background in technical product management, you will help clients navigate security challenges, deliver customized solutions, and drive revenue growth.
Responsibilities
Account Ownership & Sales Forecasting
Develop and nurture strategic relationships with key stakeholders across assigned accounts, ensuring a deep understanding of each client’s security requirements and challenges.
Own revenue forecasting for the security portfolio, providing accurate quarterly projections based on active and pipeline security projects.
Manage the health of ongoing projects by attending project calls with the customer and with engineering team and highlight any risks in the internal sales/BD meetings
Provide a quarterly estimate of revenue from all the accounts and follow thru to ensure that the pipeline is updated and/or closed as per projections
Follow up on leads received from emails, website, conferences, references, etc.
Project Oversight & Risk Management
Actively track the health of ongoing security projects through regular engagement with clients and the internal engineering team.
Identify and escalate potential project risks during internal sales and business development meetings, helping align solutions with both business goals and technical requirements.
Attend project calls with both clients and engineering teams to assess project progress and address any emerging security issues.
Security Solutions Development & Client Collaboration
Partner with clients to brainstorm, design, and implement security solutions tailored to their unique needs, such as threat monitoring, vulnerability management, and endpoint security.
Utilize technical expertise in security to consult with clients on the best solutions within platforms like Splunk, ServiceNow, or other security-focused tools.
Develop and recommend integration strategies that align with client environments, ensuring the proposed solutions meet both operational and security compliance standards.
Stakeholder Communication & Strategic Alignment
Serve as a bridge between business needs and technical teams, translating client security requirements into actionable directives for engineering teams.
Maintain clear and consistent communication with all stakeholders, ensuring alignment on security project goals, revenue forecasts, and any necessary project adjustments.
Present account strategies and progress updates to clients and internal stakeholders, facilitating transparency and ongoing alignment.
User-Centric Security Product Development
Champion user-centered security solutions, conducting user acceptance testing (UAT) to validate the product’s effectiveness in meeting client security needs.
Advocate for product quality and integrity, ensuring that security solutions maintain their design and technical robustness throughout the lifecycle.
Requirements
4+ years of experience in account management or technical sales within enterprise software, with a focus on security solutions, cybersecurity, or threat detection and response.
Proven ability to meet and exceed sales targets, with a strong track record of delivering customized security solutions that enhance client protection and business resilience.
Hands-on expertise with security platforms such as CrowdStrike, Palo Alto Networks, or similar systems, with the capability to translate complex security requirements into clear action plans for technical teams.
Exceptional communication, negotiation, and presentation skills, enabling effective responses to client needs and the development of lasting relationships.
Bachelor’s degree in computer science, cybersecurity, information technology, business, or a related field.
What We Offer:
Hybrid work environment based in San Jose, CA.
Competitive salary and excellent benefits package.
Visa Status Requirement: Open to candidates with H1B, Green Card, or U.S. Citizenship only.