Strategic Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish new mid-market and enterprise accounts for Bureau Veritas Cybersecurity.

• Cultivate strategic cross-selling opportunities with various Bureau Veritas business units.

• Identify IT security, managed offensive security, product security, CyPhy, OT, and IoT cybersecurity prospects within global accounts and pertinent industry verticals.

• Develop and oversee a pipeline that encompasses product security, regulatory readiness, IT/OT/IoT security, AI assessments, pentesting, regulatory assurance, and ongoing security programs.

• Direct the complete commercial sales process from initial discussions to qualification, solution development, proposal, negotiation, and contract execution.

• Manage renewals, upsells, cross-sells, and contract enhancements for current customers.

• Collaborate with Customer Success to transform customer value, account health, and service requirements into opportunities for expansion.

• Partner with Solution Engineering and technical specialists on proposals, Statements of Work (SOWs), Master Service Agreements (MSAs), and framework agreements.

• Work in conjunction with Operations to ensure that commercial commitments are achievable and realistic.

• Forge trusted relationships with senior stakeholders, buyers, influencers, and internal Bureau Veritas teams.

• Keep precise records of accounts, opportunities, activities, and forecast data in Salesforce.

• Assist customers in transitioning from single-project engagements to strategic cybersecurity programs and recurring services.

⛳️ Requirements

• Demonstrated B2B sales experience in cybersecurity, technology services, consulting, compliance, TIC, regulatory services, or enterprise professional services.

• Strong hunter mentality with the ability to generate opportunities through personal networks, referrals, outbound activities, and internal cross-sell channels.

• Experience in selling to mid-market and enterprise clients.

• Capability to lead complex sales processes involving multiple stakeholders.

• Excellent negotiation and commercial closing abilities.

• Proficiency in collaborating with technical experts and translating technical subjects into business value.

• Relevant commercial experience in OT, IoT, connected products, industrial cybersecurity, product security, or cyber-physical systems is highly valued.

• Interest in product security, CRA readiness, OT/IoT security, AI assurance, modern pentesting, and regulatory assurance.

• Strong collaboration skills across Sales, Customer Success, Solution Engineering, and Operations.

• Discipline in CRM and forecasting.

• Clear and confident communication skills with senior customer stakeholders.

🏝️ Benefits

• Competitive salary and benefits package.

• Commitment to equal opportunity employment.

• Support in navigating the Careers Page site and completing profiles/applications for individuals with disabilities.