Account Executive - Cyber-Security - Northeast

Richey, May & Co., LLP

United States

about 1 month ago

Role details

Contract type

Franchise

Employment type

Full-time (> 32 hours)

Experience level

Expert

Experience required

5 years minimum

Working hours

Regular working hours

Job source

www.indeed.com

Tech stack

Software System Penetration Testing Cloud Computing Security Cyber Security Information Technology Consulting Security Information and Event Management Multithreading SentinelOne Expertise

Job description

Strategic Territory Management: Treat your territory like a franchise. Develop and execute a comprehensive account plan that targets high-value Enterprise accounts, mapping out complex organizational charts to identify power and budget.
Multi-Threaded Sales Execution: Lead “team-based” selling efforts. You will orchestrate internal resources (Solutions Architects, vCISOs, Subject Matter Experts) to surround the client and align our cybersecurity offerings with their broader Digital Transformation and Risk Reduction goals.
Complex Solution Selling: Move beyond transactional selling. You will structure sophisticated commercial agreements involving Professional Services (Assessment, GRC, Penetration Testing) and managed security outcomes, negotiating MSAs and SOWs with Procurement, Legal, and C-Suite stakeholders.
Partner Ecosystem Leverage: Actively collaborate with our channel and technology partners (e.g., Microsoft, SentinelOne, etc.) to drive “product drag” and co-sell motion, increasing deal size and stickiness.
C-Level Evangelism: Conduct business-value conversations with CISOs, CIOs, and CFOs, translating technical cybersecurity threats into board-level financial and operational risks.

Requirements

Experience: 5-10 years of quota-carrying experience in Enterprise Solution Selling, specifically within the Cybersecurity or IT Consulting space.
The “Enterprise Pedigree”: Experience working within a Large Enterprise environment (e.g., Major VAR, Systems Integrator, Big 4, or Tier-1 Technology Vendor) is highly preferred. You understand how to navigate red tape and close deals in matrixed client organizations.
Service + Tech Fluency: Strong background in selling Professional Services as the primary value driver, with a proven ability to attach technology/software (“product drag”) to consulting engagements.
Industry Knowledge (Primary Want): Deep understanding of the Cybersecurity Services landscape (Pentesting, vCISO, TTX, Cloud Security, GRC) is critical, alongside a working knowledge of the broader technology ecosystem (Key players, EDR/MDR, SIEM).
Financial Acumen: Proficiency in structuring complex deals; understanding of CAPEX vs. OPEX budgeting models and TCO (Total Cost of Ownership) discussions.
Operational Discipline: Rigorous adherence to forecasting methodologies (e.g., MEDDPICC) and CRM hygiene.