Principal Account Executive

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.

• 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.

• 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.

• 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, locati