Key Accounts Executive

Job Title
Key Accounts Executive

Team / Department
Sales

Location
VM India

Reports to
VP Sales

Direct Reports
Nil

Key Relationships
Internal: Delivery Teams, Finance, Admin, HR, IT. External: Prospective Customers across industries & geographies

Job Summary
We are a rapidly scaling global cybersecurity company securing the digital future of enterprises, mission‑critical industries, and fast‑growing digital businesses. Our solutions protect identities, data, and infrastructure across hybrid and multi‑cloud environments. As we expand our footprint, we are looking for a driven, strategic, and customer‑obsessed Key Accounts Manager (KAM) to strengthen our enterprise relationships and accelerate growth in the region. As a Key Accounts Manager, you will acquire, own, and grow relationships with some of enterprise customers. You will act as the trusted advisor to CXOs and security leaders, ensuring our solutions deliver maximum business value while identifying new revenue opportunities.

Key Responsibilities, Deliverables / Outcomes

Account Management & Business Development
Develop and execute account strategies for assigned major enterprise clients. Identify new business opportunities within existing and prospective accounts. Manage the end‑to‑end sales cycle: prospecting, opportunity qualification, proposal, negotiation, and closure. Ensure timely renewals, expansions, and cross‑sell/upsell initiatives. Maintain strong understanding of customer business environments, challenges, and transformation priorities.

Customer Engagement & Relationship Building
Build long‑term, trusted relationships with key stakeholders CXOs, CISOs, CIOs, and decision‑makers. Conduct business reviews and solution presentations demonstrating ROI and business impact. Act as the single point of contact for customer escalations and service coordination. Drive customer satisfaction and retention through proactive engagement.

Internal Collaboration
Work closely with solution architects, delivery, and product teams to create customized cybersecurity solutions. Collaborate with marketing for account‑based campaigns, thought leadership events, and demand generation. Coordinate with channel partners, system integrators, and OEMs to maximize account coverage.

Market & Industry Insight
Stay updated on emerging cybersecurity trends, technologies, and threat landscapes. Track competitor activity and provide insights for strategic account planning. Leverage market intelligence to position company solutions effectively and identify white‑space opportunities.

Key Skills

Business Development Skills

Prospecting and lead generation

Pipeline building and opportunity qualification

Understanding of sales cycles and deal progression

Strategic Account Management

Account planning and account mapping

Stakeholder identification and engagement

Ability to develop long‑term customer relationships

Consultative Selling

Ability to understand customer business challenges

Solution positioning and value articulation

ROI and business impact presentation

Communication & Presentation Skills

Executive‑level communication (written & verbal)

Storytelling and pitch delivery

Strong negotiation and persuasion skills

Analytical & Research Skills

Market intelligence and competitive analysis

Understanding customer industry trends

Ability to evaluate customer needs and align solutions

Tech Orientation

Interest/aptitude in cybersecurity concepts

Understanding digital transformation trends

Ability to translate technical solutions into business outcomes

Collaboration & Cross‑Functional Working

Working with pre‑sales, delivery, marketing, and product teams

Coordinating with channel partners/system integrators

Key Competencies

Customer Centricity – Understands customer goals and tailors solutions accordingly

Strategic Thinking – Aligns account plans with customer business strategy

Influencing Skills – Builds trust and credibility with CXO‑level executives

Collaboration – Works effectively with cross‑functional and global teams

Learning Agility – Quickly assimilates new knowledge, feedback, and technologies

Result Orientation – Demonstrates accountability for outcomes and performance

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