Key Account Manager - Cybersecurity

Keka Technologies Private Limited; Dubai; On-site; AED 350,000 - 520,000; Full time

Job summary

Keka Technologies Private Limited is seeking a seasoned Key Account Manager to oversee and grow strategic enterprise accounts in cybersecurity. You will build long-term client relationships with CXOs, CISOs, IT leaders, and procurement teams while identifying upsell opportunities and leading winning proposals.

You will collaborate with pre-sales, delivery, and support teams, drive revenue growth, and negotiate contracts to secure favorable outcomes while ensuring satisfaction and renewal growth

Qualifications

• 5–10 years of enterprise sales or key account management experience.
• 3+ years in cybersecurity or IT security.
• Proven track record of achieving or exceeding sales targets.

Responsibilities

• Manage and grow a portfolio of strategic enterprise accounts.
• Build 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.
• Collaborate with pre-sales, solution architects, delivery, and support teams on proposals.
• Lead contract negotiations and pricing discussions.
• Monitor customer satisfaction and renewal/contract expansion.

Skills

Enterprise account management

Consultative selling

Negotiation

Presentation skills

Pipeline management

Cross-functional teamwork

Education

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

MBA (preferred)

Tools

CRM tools

Job description

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
• 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
• Business development and pipeline management
• Strong communication and interpersonal skills
• 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.