Key Account Manager - Cybersecurity

CyberGate Defense; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

CyberGate Defense seeks a seasoned Key Account Manager to drive growth across strategic enterprise accounts. You will build strong relationships with CXOs and security leaders, identify upsell opportunities, and coordinate cross-functional teams to deliver tailored cybersecurity solutions.

The role emphasizes contract negotiations, revenue targets, and long-term client success, with a focus on staying ahead of cybersecurity trends and regulatory changes.

Qualifications

• Bachelor's degree in Engineering, Computer Science, Information Technology, Business, or related field.
• MBA preferred.

Responsibilities

• Manage and grow a portfolio of strategic enterprise accounts.
• Build relationships with CXOs, CISOs, IT leaders, and procurement teams.
• Identify upsell and cross-sell opportunities for cybersecurity products and services.
• Develop account plans to meet revenue and profitability targets.
• Collaborate with pre-sales, solution architects, delivery, and support teams to create winning proposals.
• Lead negotiations, pricing discussions, and commercial agreements.
• Monitor customer satisfaction and ensure timely issue resolution.
• Track sales pipeline, forecasts, and account performance using CRM tools.

Skills

Enterprise account management

Consultative selling

Negotiation & presentation

Stakeholder management

Business development & pipeline

Strong communication

CRM tools

Cross-functional collaboration

Education

Bachelor's degree (Engineering/CS/IT/Business)

MBA preferred

Tools

Salesforce

HubSpot

Microsoft Dynamics

Job description

Job Summary

The Key Account Manager (KAM) is responsible for managing and growing strategic customer accounts by delivering cybersecurity solutions that address business and security challenges. The role focuses on building long-term client relationships, identifying new business opportunities, driving revenue growth, and collaborating with technical teams to ensure successful solution delivery.

Job Title

Key Account Manager – Cybersecurity

Job Summary

The Key Account Manager (KAM) is responsible for managing and growing strategic customer accounts by delivering cybersecurity solutions that address business and security challenges. The role focuses on building long-term client relationships, identifying new business opportunities, driving revenue growth, and collaborating with technical teams to ensure successful solution delivery.

Key Responsibilities

• Manage and grow a portfolio of strategic enterprise accounts.
• Build strong relationships with CXOs, CISOs, IT leaders, and procurement teams.
• Identify opportunities for upselling and cross-selling cybersecurity products and services.
• Develop account plans to achieve revenue and profitability targets.
• Understand customer security challenges and align appropriate cybersecurity solutions.
• Collaborate with pre-sales, solution architects, delivery, and support teams to develop winning proposals.
• Lead contract negotiations, pricing discussions, and commercial agreements.
• Monitor customer satisfaction and ensure timely issue resolution.
• Track sales pipeline, forecasts, and account performance using CRM tools.
• Stay updated on cybersecurity trends, regulations, and competitive offerings.

Required Qualifications

• Bachelor's degree in Engineering, Computer Science, Information Technology, Business, or a related field.
• MBA is preferred.
• 5–10 years of enterprise sales or key account management experience, with at least 3 years in cybersecurity or IT security.
• Proven track record of achieving or exceeding sales targets.

Preferred Cybersecurity Knowledge

Experience with one or more of the following:

• Network Security (Firewalls, IDS/IPS)
• Endpoint Security & EDR/XDR
• Identity & Access Management (IAM)
• SIEM and SOC solutions
• Cloud Security (AWS, Azure, GCP)
• Zero Trust Architecture
• Data Loss Prevention (DLP)
• Email Security
• Vulnerability Assessment & Penetration Testing (VAPT)
• Managed Security Services (MSSP)

Required Skills

• Enterprise account management
• Consultative selling and solution selling
• Excellent negotiation and presentation skills
• Stakeholder management
• Business development and pipeline management
• Strong communication and interpersonal skills
• CRM tools (Salesforce, HubSpot, Microsoft Dynamics, etc.)
• Ability to work with cross-functional technical teams

Key Performance Indicators (KPIs)

• Revenue and gross margin achievement
• Customer retention and satisfaction
• New business generated within existing accounts
• Pipeline growth and forecast accuracy
• Renewal and contract expansion rates

Preferred Certifications

• CISSP (preferred but not mandatory)
• CISM
• CEH
• CompTIA Security+
• ITIL Foundation (optional)
• Relevant vendor certifications (Palo Alto Networks, Fortinet, Cisco, Microsoft Security, CrowdStrike, Check Point, etc.)

Experience

• 5–10+ years in enterprise sales or key account management.
• Experience selling cybersecurity products, services, or managed security solutions to enterprise customer.