Key Accounts Manager

Field Sales role

Role & responsibilities:

This role involves end-to-end direct selling and account management with corporate end customers.

Key Responsibilities

• Minimum 4-10 years of direct B2B sales experience, preferably managing corporate/enterprise accounts.
• Direct experience selling Network Security, Cloud Security, Application Security and/or other Cybersecurity solutions and services is preferred.
• Drive consultative cybersecurity sales and demonstrate a proven track record in end-to-end customer acquisition and account management.
• Identify new business opportunities within existing accounts as well as new corporate accounts.
• Develop and execute sales strategies to achieve revenue and business growth targets.
• Manage sales pipelines, forecasting, account planning, and customer success.
• Build and maintain strong relationships with CIOs, CTOs, CISOs, IT Heads, and IT Managers.
• Drive cross-sell and up-sell opportunities across cybersecurity products, solutions, and managed security services.
• Stay updated on cybersecurity industry trends, market shifts, customer requirements, and competitor activities.

Requirements

Strong understanding of IT infrastructure and cybersecurity solutions and services, including hardware, software, networking, cloud solutions, cybersecurity, and data management.

• Expertise or exposure in selling Firewall, EDR/XDR, SIEM/SOAR, DLP, SASE, WAF, Cloud Security, Network Security, and Managed Security Services.
• Proven track record in B2B sales, preferably within the IT Security/Cybersecurity industry.
• Proven experience in direct end-customer selling to corporate/enterprise customers.
• Strong ability to develop and execute sales strategies to meet revenue targets.
• Experience managing sales pipelines, forecasting, account growth, and customer relationships.
• Strong negotiation, presentation, and closing skills.
• Excellent interpersonal and communication skills with the ability to build relationships with senior IT decision-makers.
• Strong analytical skills to assess market trends, competitor activities, and sales performance.
• Ability to work in a fast-paced and competitive environment with flexibility to adapt to changing market conditions and customer requirements.
• Strong resilience, ownership, and ability to overcome sales challenges and setbacks.

Preferred candidate profile

Candidate Fit

Preferred:

• Candidates should be currently based in the respective location Chennai or Coimbatore.
• Direct B2B corporate/enterprise sales experience is mandatory.
• Cybersecurity solution and services sales experience is highly preferred.
• Candidates must have direct exposure to end customers, rather than only channel/distributor/OEM sales.
• Candidates should have experience interacting with CIOs, CTOs, CISOs, IT Heads, or IT Managers.
• Candidates with an established customer network in the respective location will be preferred.

Not Preferred:

• Cybersecurity Analysts / purely technical cybersecurity profiles.
• OEM/Vendor/Distributor/Channel-only sales profiles.
• Inside Sales / Tele-sales / Marketing-only profiles.
• Candidates with only international sales or customer management experience.
• Non-IT sales backgrounds.
• Candidates without direct corporate end-customer selling experience.
• Candidates requiring relocation to the respective location.