Director, Strategic Accounts Lead (Cyber Security Services)

Graystone Group is supporting an unnamed cybersecurity organization in hiring a Director, Strategic Accounts Lead. The role owns strategic enterprise client relationships, expands existing accounts, and develops new business by selling cybersecurity services in consultation with senior security stakeholders.

Responsibilities:

• Serve as the strategic account lead for a select portfolio of enterprise customers, owning the overall commercial relationship and account strategy
• Build relationships with CISOs, security executives, technical leaders, and other senior stakeholders across assigned accounts
• Develop a deep understanding of each customer's security environment, priorities, vulnerabilities, initiatives, and longer-term cybersecurity roadmap
• Identify opportunities to expand existing relationships across additional cybersecurity service areas
• Generate new logos through targeted prospecting, relationship development, referrals, industry relationships, and other business-development activity
• Lead discovery conversations with senior cybersecurity stakeholders and translate customer challenges into actionable opportunities
• Bring the appropriate technical practice leaders and subject-matter experts into opportunities as deeper technical expertise is required
• Coordinate technical and commercial resources throughout the sales process while maintaining overall ownership of the customer relationship
• Develop strategic account plans identifying key stakeholders, active initiatives, whitespace opportunities, competitive positioning, and paths for account expansion
• Sell consultatively across a broad portfolio of cybersecurity capabilities rather than relying on a single product or point solution
• Manage opportunities from initial conversation and discovery through solution development, proposal, negotiation, close, and subsequent account expansion
• Maintain an active pipeline across both existing-account growth and net-new business
• Represent the organization credibly with sophisticated enterprise security buyers and establish long-term, trusted relationships

Requirements:

• The ideal candidate has sold cybersecurity professional services, managed security services, and/or advisory services
• Demonstrated success selling cybersecurity professional services, managed services, advisory services, or other complex cybersecurity engagements
• Experience selling services directly to enterprise organizations rather than primarily selling cybersecurity software, hardware, or traditional VAR solutions
• Proven ability to both grow existing strategic accounts and originate net-new business
• Strong understanding of the cybersecurity landscape with enough technical depth to independently conduct credible, high-level conversations with CISOs and senior security leaders
• Ability to recognize a technical or business problem, qualify the opportunity, and determine when to engage specialized technical resources
• Experience navigating complex enterprise sales cycles involving multiple technical and executive stakeholders
• Demonstrated ability to expand an initial engagement into broader, longer-term client relationships
• Commercially aggressive and comfortable operating as an individual contributor with significant ownership and autonomy
• Intellectually curious with the ability to quickly understand emerging technologies, security challenges, and complex customer environments
• Strong executive presence, communication skills, and business judgment