Strategic Account Manager

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

📋 Description

• Take full ownership of the comprehensive enterprise sales cycle, encompassing territory planning, prospecting, and discovery through to technical validation, commercial negotiation, and closing.

• Cultivate and enhance a qualified pipeline via direct outbound efforts, partner collaboration, and synchronized account planning.

• Promote Cyolo's solutions to enterprise clients across networking, industrial, and OT environments, concentrating on acquiring new business opportunities.

• Interact with both technical and business stakeholders, including security, networking, infrastructure, OT, procurement, and executive decision-makers.

• Convert intricate customer requirements into a coherent business case and persuasive solution narrative.

• Oversee complex opportunities ranging from around $20K to $1M+, including sales cycles that may last from 6 to 18 months.

• Collaborate closely with Sales Engineering, Marketing, Customer Success, and Product teams to advance opportunities and provide an excellent customer experience.

• Develop business through channel partners such as system integrators, OEMs, and distributors.

• Foster long-term customer relationships that encourage adoption, expansion, and sustained growth beyond the initial sale.

• Ensure accurate pipeline management, forecasting, and opportunity data, utilizing insights to prioritize actions and enhance performance.

⛳️ Requirements

• 10+ years of B2B sales experience, including a minimum of 5 years in selling enterprise technology within industrial or secure connectivity markets; a broader experience of around 15 years is preferred.

• Strong knowledge of IP networking is crucial.

• Experience in identity and privileged access is essential.

• Capability to comprehend and discuss OT environments credibly.

• Relevant experience in OT cybersecurity, secure remote access, industrial networking, IIoT, edge computing, Zero Trust, identity, privileged access, network security, or application delivery infrastructure.

• Demonstrable success in securing complex enterprise deals and managing multi-stakeholder sales processes with deal values from approximately $20K to $1M+.

• Experience with lengthy, consultative sales cycles, including discovery, solution alignment, proof-of-concept processes, procurement, and negotiation.

• Background in selling to regulated or industrial sectors such as manufacturing, utilities, or transportation in North America and/or Europe.

• Proven success in working through channel partners like system integrators, OEMs, or distributors.

• Experience in both a well-established enterprise technology company and an early-stage or scale-up environment.

• Track record of building and developing territories, creating demand, and forming lasting customer relationships.

• Excellent communication and cross-cultural collaboration skills, capable of establishing credibility with both technical and commercial audiences.

• Consultative, persistent, structured, and accountable approach, with the ability to adapt and work effectively in a changing environment.

• Previous experience in a technical, engineering, support, or pre-sales role is advantageous.

• Familiarity with selling networking, ADC, load-balancing, segmentation, encryption, or secure access solutions is beneficial.

• Experience in adapting enterprise infrastructure solutions to SaaS-based commercial models is a plus.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and growth.

• Flexible working arrangements to promote work-life balance.

• Collaborative and innovative work environment.