Cybersecurity - Client Growth Account Mining

Singapore (Singapore)

Job Description:

Primary Skill:

Client Growth & Account Mining

Client Relationship & Stakeholder Expansion

Cybersecurity Engagement & Value Creation

Secondary skill:

Delivery Effectiveness & Margin Improvement

Strategic Leadership & Internal Collaboration

Key Responsibilities

Client Growth & Account Mining

• Own and execute growth strategies for strategic accounts, focused on net additional business growth and wallet share expansion
• Identify and convert account mining opportunities, including cybersecurity-related solutions and transformation programs
• Develop deep understanding of client business objectives, risk concerns, and regulatory pressures
• Shape and position differentiated offerings—particularly where cybersecurity, risk, compliance, and resilience are critical client priorities

Client Relationship & Stakeholder Expansion

• Act as executive sponsor and trusted advisor across strategic client accounts
• Build and expand relationships with CxOs, CIOs, CISOs, risk leaders, business heads, and procurement stakeholders
• Increase organizational reach by penetrating new buying centers and security decision-makers
• Lead executive governance, QBRs, steering committees, and crisis/escalation scenarios when required

Cybersecurity Engagement & Value Creation

• Leverage prior experience in cybersecurity programs such as security transformation, managed security services, cloud security, IAM, GRC, SOC operations, or cyber risk management
• Translate client security pain points into scalable, outcome-oriented solutions
• Partner with cybersecurity, technology, and delivery teams to ensure solutions are aligned with client risk posture and compliance needs
• Support strategic pursuits and large deals where cybersecurity is a core decision driver

Delivery Effectiveness & Margin Improvement

• Partner with delivery leadership to improve operational efficiency, quality, and delivery predictability
• Drive contribution margin improvement through cost optimization, pricing discipline, scope control, and productivity initiatives
• Ensure strong alignment between commercial commitments, cybersecurity delivery models, and client expectations

Strategic Leadership & Internal Collaboration

• Develop account plans with clear targets for growth, margin improvement, CSAT, and security-led expansion
• Provide market and client intelligence to influence solution design, cybersecurity offerings, and go-to-market strategy
• Mentor account teams and foster a consultative, value-led client engagement culture

Key Performance Indicators (KPIs)

• Improvement in contribution margins across managed accounts
• Net additional business growth, including cybersecurity-related revenue
• Improvement in Client Satisfaction (CSAT) scores and retention
• Expansion of stakeholder coverage, particularly within security and risk leadership
• Success rate of account mining and cybersecurity-led growth initiatives

Qualifications & Experience

• 15+ years of experience in client-facing leadership roles within technology services, consulting, or professional services
• Strong track record in growing large, complex accounts through relationship-led and solution-led expansion
• Prior experience with cybersecurity programs (delivery, presales, consulting, or executive sponsorship) is a significant advantage
• Demonstrated success in margin improvement, P&L management, or commercial ownership
• Executive-level engagement experience with C-suite and senior risk/security stakeholders

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