Account Executive - Cyber-Security

Enterprise Account Executive – Cybersecurity Services & Solutions

Title: Enterprise Account Executive – Cybersecurity Services & Solutions

Location: Remote (USA) – Must reside near a major airport

Role Overview:Richey May is seeking a seasoned Enterprise Seller to drive revenue for our Cybersecurity division. We are looking for a high-caliber "Hunter" capable of navigating complex corporate structures to acquire new logos. This role is ideal for a strategic seller accustomed to the rigors of large-scale enterprise engagements, who understands how to sell intangible professional services (advisory, risk, strategy) while leveraging best-of-breed technology partners to complete the solution architecture.

Key Responsibilities:

• Strategic Territory Management: Treat your territory like a franchise. Develop and execute a comprehensive account plan that targets high-value Enterprise accounts, mapping out complex organizational charts to identify power and budget.
• Multi-Threaded Sales Execution: Lead "team-based" selling efforts. You will orchestrate internal resources (Solutions Architects, vCISOs, Subject Matter Experts) to surround the client and align our cybersecurity offerings with their broader Digital Transformation and Risk Reduction goals.
• Complex Solution Selling: Move beyond transactional selling. You will structure sophisticated commercial agreements involving Professional Services (Assessment, GRC, Penetration Testing) and managed security outcomes, negotiating MSAs and SOWs with Procurement, Legal, and C-Suite stakeholders.
• Partner Ecosystem Leverage: Actively collaborate with our channel and technology partners (e.g., Microsoft, SentinelOne, etc.) to drive "product drag" and co-sell motion, increasing deal size and stickiness.
• C-Level Evangelism: Conduct business-value conversations with CISOs, CIOs, and CFOs, translating technical cybersecurity threats into board-level financial and operational risks.

Qualifications:

• Experience: 5–10 years of quota-carrying experience in Enterprise Solution Selling, specifically within the Cybersecurity or IT Consulting space.
• The "Enterprise Pedigree": Experience working within a Large Enterprise environment (e.g., Major VAR, Systems Integrator, Big 4, or Tier-1 Technology Vendor) is highly preferred. You understand how to navigate red tape and close deals in matrixed client organizations.
• Service + Tech Fluency: Strong background in selling Professional Services as the primary value driver, with a proven ability to attach technology/software ("product drag") to consulting engagements.
• Industry Knowledge (Primary Want): Deep understanding of the Cybersecurity Services landscape (Pentesting, vCISO, TTX, Cloud Security, GRC) is critical, alongside a working knowledge of the broader technology ecosystem (Key players, EDR/MDR, SIEM).
• Financial Acumen: Proficiency in structuring complex deals; understanding of CAPEX vs. OPEX budgeting models and TCO (Total Cost of Ownership) discussions.
• Operational Discipline: Rigorous adherence to forecasting methodologies (e.g., MEDDPICC) and CRM hygiene.