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.
  
  

• 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.
  
  

• 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.
  
  

• 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.
  
  

• 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.
  
  

• 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.
  
  

• 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
  
  

• 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.
  
  

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

• 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