Strategic Account Manager (AI, Cloud, and Cybersecurity)

Role Overview

The Strategic Account Manager – AI, Cloud & Cybersecurity is responsible for managing and growing a portfolio of high-value enterprise accounts across the AI, cloud, and cybersecurity domains. This role combines deep technical knowledge with strong commercial acumen, acting as the primary relationship owner between the organization and its most strategic clients. The manager is expected to drive revenue growth, identify new business opportunities, and ensure clients derive maximum value from the organization's solutions and services.

Key Responsibilities

Account Management & Client Relationships

• Serve as the primary point of contact for a portfolio of strategic enterprise accounts, building long-term trusted relationships with C-level and senior decision-makers.
• Develop and execute tailored account plans aligned with each client's business objectives and technology roadmap.
• Conduct regular business reviews with clients to assess satisfaction, identify challenges, and uncover growth opportunities.
• Ensure high levels of client retention and satisfaction across all assigned accounts.

Business Development & Revenue Growth

• Identify and pursue upsell, cross-sell, and expansion opportunities within existing accounts across AI, cloud, and cybersecurity solutions.
• Develop and manage a healthy sales pipeline, accurately forecasting revenue and closing deals in line with targets.
• Lead commercial negotiations, proposal development, and contract renewals in coordination with legal and finance teams.
• Collaborate with pre-sales, technical, and delivery teams to craft compelling solution proposals tailored to client needs.

Technical Advisory & Solution Alignment

• Develop a strong understanding of the organization's AI, cloud, and cybersecurity portfolio to effectively advise clients on relevant solutions.
• Translate complex technical concepts into clear business value propositions for non-technical stakeholders.
• Stay current on industry trends, emerging technologies, and competitive landscape across AI, cloud, and cybersecurity markets.
• Work closely with technical teams to ensure proposed solutions are feasible, relevant, and aligned with client environments.

Stakeholder & Partner Collaboration

• Collaborate with internal teams including delivery, product, marketing, and leadership to ensure seamless client experience.
• Coordinate with technology partners and vendors (e.g., hyperscalers, cybersecurity OEMs) to co-develop and position joint offerings.
• Represent the organization at industry events, conferences, and client engagements to strengthen brand presence and relationships.

Reporting & Forecasting

• Maintain accurate and up-to-date records of account activity, pipeline, and opportunities within the CRM system.
• Provide regular sales forecasts, account updates, and market intelligence reports to senior leadership.
• Track and report on account health metrics, revenue performance, and client satisfaction indicators.

Required Qualifications

Education

• Bachelor's degree in Business, Computer Science, Information Technology, or a related field.
• Master's degree or MBA is an advantage.

Experience

• 5–10 years of experience in account management, sales, or business development within the technology sector.
• Demonstrated experience selling or managing accounts in at least two of the three domains: AI, cloud, or cybersecurity.
• Proven track record of meeting and exceeding revenue targets and growing strategic accounts.
• Experience engaging with C-suite and senior executive stakeholders in enterprise environments.
• Prior experience working with government, financial services, energy, or telecommunications clients is highly desirable.

Certifications

• Cloud certifications (AWS, Azure, GCP) – preferred.
• Cybersecurity certifications (CISSP, CISM, CompTIA Security+) – advantageous.
• Sales certifications (Sandler, MEDDIC, Challenger) – a plus.