Senior Security Sales Manager

Overview

The Senior Manager – Account Management is accountable for end-to-end ownership of a portfolio of strategic accounts , driving growth, retention, and executive trust across CPX’s priority sectors.

This role sits within the sector sales team and reports directly to the Sector Lead . The individual is expected to operate as a mini–business owner for their accounts —owning account strategy, pipeline execution, forecasting accuracy, partner alignment, and customer satisfaction—while coordinating closely with Pre-Sales, Delivery, Alliances, Bid Management, and Commercial Operations.

This is a hands-on, quota-carrying role with clear expectations around execution discipline, leadership maturity, and proactive client engagement.

Responsibilities

Account Ownership & Client Leadership

• Own the overall account strategy and commercial outcomes for assigned key accounts, aligned with sector priorities and CPX growth objectives.
• Act as the primary trusted advisor to customer stakeholders, including senior and executive leadership.
• Build and maintain deep, multi-threaded relationships across business, technology, security, and procurement stakeholders.
• Serve as account executive sponsor internally—ensuring clarity of ownership, priorities, and decision-making.
  
  

Growth, Pipeline & Revenue Execution

• Drive revenue growth, renewals, upsell, and cross-sell across CPX’s cybersecurity portfolio.
• Own pipeline creation, qualification, progression, and close plans for all opportunities within the account.
• Ensure opportunities are well-shaped, properly governed, and aligned with margin, risk, and delivery expectations.
• Meet or exceed quarterly and annual revenue, pipeline, and forecast commitments.
  
  

Account Planning & Sales Discipline

• Lead structured account planning for priority accounts, coordinating inputs from Pre-Sales, Delivery, Alliances, and Commercial Ops.
• Maintain high standards of CRM hygiene, forecasting accuracy, and reporting discipline.
• Clearly communicate monthly and quarterly account progress, risks, and actions to the Sector Lead and leadership.
• Proactively flag risks to renewals, delivery, or client satisfaction—bringing solutions, not just issues.
  
  

Internal & Cross-Functional Leadership

• Orchestrate cross-functional teams (Pre-Sales, Delivery, Bid Management, Partnerships, Finance, Legal) to deliver seamless client outcomes.
• Ensure smooth handover from sales to delivery and stay engaged through execution to protect client trust and commercial outcomes.
• Take ownership of issue escalation and resolution, managing client expectations professionally and decisively.
• Act as a role model for execution discipline, accountability, and collaboration within the sales team.
  
  

Partner & Ecosystem Engagement

• Work closely with strategic partners (e.g., Microsoft and others) to drive co-sell motions, joint pursuits, and solution-led selling.
• Identify and leverage partner funding, programs, and joint value propositions where relevant.
• Ensure partner engagement is purposeful, well-governed, and aligned with account objectives.
  
  

Market & Client Insight

• Stay current on cybersecurity trends, regulatory developments, and sector-specific risks relevant to assigned accounts.
• Translate client challenges into clear commercial opportunities for CPX.
• Provide structured feedback to leadership on market signals, competitor activity, and client needs.
  
  

Success Measures (What “Good” Looks Like)

• Consistent achievement of revenue, pipeline, and margin targets
• High-quality, predictable forecasts with minimal surprises
• Strong executive relationships and referenceable customers
• Well-run accounts with clear plans, clean governance, and proactive issue management
• Effective collaboration across sales, delivery, and partners
  
  

Qualifications

Experience

• 8–12 years of experience in enterprise or strategic account management, preferably within cybersecurity, technology, or complex B2B services.
• Proven track record of owning and growing large, complex accounts in regulated or critical sectors.
• Demonstrated experience engaging senior executives and C-level stakeholders.
• Strong background in pipeline management, deal structuring, and forecast ownership.
• Experience working in matrixed organizations with multiple internal stakeholders.
  
  

Education

• Bachelor’s degree in Business, Technology, Engineering, or a related field.
• Relevant cybersecurity or vendor certifications are a plus (not mandatory).
  
  

Skills & Competencies

• Strong commercial judgment and execution discipline
• Executive-level communication and stakeholder management skills
• Ability to simplify complex technical solutions into clear business value
• Confident negotiator with a focus on long-term client value
• Highly organized, data-driven, and comfortable with CRM and reporting tools
• Mature, accountable, and calm under pressure—especially during escalations