Principal Account Executive - Cyber Security

Responsibilities

• Manage a portfolio of clients and prospects, conducting proactive outreach and lead generation alongside the NRI account team.
• Pursue and qualify new business opportunities that align with NRI’s ideal client profile.
• Develop and execute Strategic Account Plans for key clients and prospects along with NRI Account team
• Present product and service solutions effectively, demonstrating technical expertise in Microsoft platform offerings.
• Build strong client relationships by communicating directly, recommending tailored solutions, and gathering insights to improve partnerships.
• Negotiate agreements, close deals, and consistently achieve or exceed sales targets.
• Expand NRI’s cybersecurity footprint within existing accounts while maintaining a healthy sales pipeline.
• Maintain accurate records in Salesforce and report regularly on pipeline activity and progress.
• Collaborate with internal teams (marketing, presales, delivery, finance) and strategic manufacturing partners to support client needs and co-sell when appropriate.
• Participate in sales meetings and training to enhance skills, share expertise, and drive team performance.
• Coordinate and Conduct meetings with clients, partners and internal stakeholders to drive business for NRI.
• Build and Deliver proposals to prospective and existing customers, as well as to strategic partners.
• Manage higher-value, more complex deals and oversee strategic or enterprise-level accounts.
• Help shape sales strategy and go-to-market approaches for assigned verticals, regions, or key business segments.
• Build and execute Strategic Account Plans for high-priority clients, focusing on long-term growth and retention.
• Deliver deeper client insights and contribute to market intelligence, helping to refine offerings and inform business planning.
• Collaborate more directly with leadership or cross-functional teams on customer strategy.
• Mentor, coach, and provide support to junior Account Executives, fostering team development and knowledge sharing.
• · Other duties as assigned and directed.

Required Skills

• 7 -10 years’ experience positioning and closing cybersecurity professional services opportunities
• Previous experience with Salesforce or equivalent CRM applications.
• Experience prospecting for new accounts and identifying opportunities to cross sell within existing accounts.
• Excellent written and verbal communication skills
• 7-10 years’ experience in a sales or account management role.
• Ability to prioritize and handle multiple requests concurrently such as operating as an overlay to existing NRI accounts and building a funnel of net new business.
• Conduct comprehensive research to understand cybersecurity industry trends, market dynamics, and the competitive landscape to identify potential clients and opportunities.
• Conduct independent research and collaborate with clients to identify their specific business challenges, pain points, and objectives to tailor solutions that meet their unique requirements.
• Work closely with technical teams and solution architects to design and present tailored solutions that align with the client's business objectives.
• Develop compelling value propositions that emphasize the business benefits and ROI of solutions.
• Build and maintain strong relationships with clients, understanding their evolving needs and positioning your company as a trusted advisor.
• Stay updated on emerging trends, technologies, and methodologies and continuously improve sales skills and knowledge.
• Stay informed about advancements in digital transformation, sales methodologies, and technology to continuously improve your expertise and effectiveness as a sales consultant.
• Bachelor’s degree in business, Marketing, Communications, or a related field.
• Demonstrated record of consistently exceeding sales goals
• Knowledge around cybersecurity professional services and Manages Security Services such as Endpoint protection, MDR, EDR, XDRo SEIM and Managed SEIM offerings
• Ability to negotiate contracts, deliverables and price
• Understanding of cloud computing and the business benefits which it provides
• The ability to present complex technology in a way non-technical people can understand