Principal Account Executive - Cyber Security

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal Account Executive - Cyber Security based in United States.

The Principal Account Executive will drive cybersecurity revenue growth by identifying new opportunities and expanding strategic relationships with existing clients.

This senior commercial role combines cybersecurity expertise, consultative selling, and executive-level relationship management across complex enterprise environments.

You will uncover client challenges, shape tailored cybersecurity solutions, and lead high-value pursuits from opportunity development through negotiation and close.

The role requires a strong understanding of managed security services, cloud technologies, and the evolving cybersecurity landscape.

Working closely with sales, presales, delivery, marketing, finance, and strategic partners, you will connect client needs with practical, high-impact solutions.

You will also contribute to account strategy, market intelligence, go-to-market initiatives, and the development of junior sales talent.

This is an opportunity to influence strategic customer relationships, exceed ambitious sales targets, and help organizations strengthen their cybersecurity posture.

Accountabilities:

• Manage a portfolio of strategic clients and prospects, proactively generating leads and identifying opportunities for new business and account expansion.
• Develop and execute strategic account plans focused on long-term growth, retention, cross-selling, and deeper cybersecurity engagement.
• Research cybersecurity market trends, competitive dynamics, emerging technologies, and prospective organizations to identify high-value opportunities.
• Qualify and pursue opportunities that align with target customer profiles and commercial objectives.
• Engage directly with client executives and stakeholders to understand business challenges, cybersecurity priorities, pain points, and desired outcomes.
• Act as a trusted cybersecurity advisor by translating client requirements into tailored solutions and demonstrating clear business value and ROI.
• Lead complex and high-value sales pursuits, coordinating internal pursuit teams and ensuring alignment across sales, presales, delivery, finance, marketing, and leadership.
• Work with technical teams and solution architects to develop and present cybersecurity solutions aligned with customer objectives, budgets, and timelines.
• Present Microsoft platform offerings and cybersecurity services effectively to both technical and non-technical audiences.
• Build compelling proposals and presentations for prospective and existing customers, as well as strategic partners.
• Negotiate contracts, pricing, deliverables, and commercial terms while consistently working toward mutually beneficial outcomes.
• Maintain a healthy sales pipeline, accurately document activity and opportunities in Salesforce, and provide regular reporting on progress and forecasts.
• Expand the cybersecurity footprint within existing accounts while developing a strong pipeline of net-new business.
• Collaborate with strategic technology and manufacturing partners on co-selling opportunities and customer initiatives.
• Participate in sales meetings, training, and knowledge-sharing activities to strengthen individual and team performance.
• Contribute customer insights and market intelligence to sales strategy, offering development, and go-to-market planning.
• Mentor and support junior Account Executives, sharing expertise and helping develop commercial and cybersecurity selling capabilities.

Requirements

• Bachelor’s degree in Business, Marketing, Communications, or a related field.
• 7-10 years of experience in cybersecurity sales, account management, or cybersecurity professional services, with a demonstrated ability to position and close complex opportunities.
• Proven track record of consistently meeting or exceeding sales targets.
• Strong knowledge of cybersecurity professional services and managed security offerings, including endpoint protection, MDR, EDR, XDR, SIEM, and managed SIEM solutions.
• Experience prospecting for new accounts and identifying cross-sell and expansion opportunities within existing enterprise relationships.
• Demonstrated experience managing strategic or enterprise-level accounts and higher-value, complex sales cycles.
• Strong understanding of cloud computing and the business value and transformation opportunities enabled by cloud technologies.
• Ability to research and understand cybersecurity industry trends, competitive landscapes, and evolving technology and regulatory environments.
• Experience conducting discovery with clients and translating business challenges into tailored technology and cybersecurity solutions.
• Ability to collaborate effectively with solution architects and technical teams while communicating complex technologies in accessible, business-oriented language.
• Strong consultative selling, value proposition development, negotiation, and closing skills.
• Previous experience with Salesforce or a comparable CRM platform.
• Excellent written, verbal, presentation, and executive communication skills.
• Strong organizational and prioritization skills, with the ability to manage multiple concurrent opportunities and operate across existing accounts while building net-new pipeline.
• Ability to influence stakeholders and coordinate cross-functional teams without direct authority.
• Strong commercial judgment, relationship-building skills, and a customer-first mindset.
• Willingness to continuously develop knowledge of emerging cybersecurity technologies, digital transformation, and modern sales methodologies.

Benefits

• Base salary of $150,000-$180,000 per year.
• Commission opportunity based on the gross profit generated from sales.
• Total compensation determined based on experience, location, and other relevant factors.
• Health, vision, and dental insurance.
• Life insurance.
• Health and dependent-care flexible spending accounts.
• 401(k) plan.
• Short-term and long-term disability coverage.
• Generous vacation and flexible time-off programs.
• Company-paid holidays.
• Training and professional development opportunities.
• Collaborative, results-oriented work environment with opportunities to make a meaningful business impact.
• Exposure to large, sophisticated, and progressive clients across North America.
• Opportunity to work on complex cybersecurity challenges and develop strategic enterprise relationships.