Cybersecurity Sales Executive

The Cybersecurity Niche Sales Executive is an experienced sales professional responsible for identifying, shaping, pricing, and closing cybersecurity opportunities. This role manages the full sales lifecycle-from originating and qualifying opportunities, defining the appropriate solution and pricing, and developing responses, to packaging and submitting proposals and leading contract negotiations to close. The role is responsible for overseeing all aspects of sales planning, pipeline development, forecasting, new and existing customers, and sales revenue.

Leveraging deep sales expertise and cybersecurity knowledge, the Sales Executive builds strong relationships with key buyers and decision-makers at new and existing clients to protect and expand the business. The role requires strong cybersecurity subject matter expertise, commercial acumen, and a customer-focused mindset, with a clear interest in driving client success while scaling a profitable business.

The Cybersecurity Niche Sales Executive will provide sales leadership across the security portfolio of products and services to all of Accenture clients or new clients across industry groups/ industry verticals and across all of Canada.

The Cybersecurity Niche Sales Executive is responsible for managing complex sales opportunities that often involve deal teams of 10 or more people. This role ensures all stakeholders are aligned on the agreed value proposition and sales strategy to deliver the strongest possible proposal. The Sales Executive provides oversight, direction, and coordination across sales support functions, including solution architects and engineers, contract management, pricing teams, and other sales team members. This includes closely working with other sales professionals at Accenture such as Industry Client Account Leads and Account Executives.

This is role in an exciting and vibrant global team who bring to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion. Accenture Cybersecurity offerings are a high growth priority for Accenture and as such the Sales Executive is expected to adapt quickly to changing market conditions, provide guidance and feedback on the go to market strategy, and ultimately achieve high growth targets.

Role Responsibilities:

• Originate/find, shape, and transact sales opportunities (or a portfolio or opportunities).

• Proactively generate and build client relationships (qualify, solution, negotiate, close).

• Articulate a compelling and differentiating value proposition to the client, that aligns to their business imperatives.

• Create a compelling vision for the deal outcome through active listening, storytelling, and immersive experiences. Identify and assess complex problems for area(s) of responsibility.

• Provide commercial and financial shaping for the overall deal covering multiple discipline areas of Accenture services including consulting services, system integration services, and managed services.

• Through development of relationships with key client buyer and decision makers, influence client’s procurement processes, selection processes, evaluation criteria and requirements.

• Provide discipline and rigor to the sales process, advising and coaching deal teams on how to develop win strategy through to close plan; prepare and conduct negotiations; and debriefs internally and with the client.

• Work closely with the Sales leadership and Client Account leadership, the client team and relevant subject matter experts. Engage the firm’s leadership as appropriate and shepherd the deal through the firm’s approval process.

• Manage fast-paced sales cycles, while also navigating long-term strategic engagements.

• Provide period sales and pipeline performance reporting including weekly and quarterly business reports. Maintain a strong understanding of your pipeline and the expected outcomes broken down into monthly and quarterly. Generate and maintain metrics/reporting for the sales unit to ensure sales performance meets corporate objectives and market development.

• Leverage professional networks and business partnerships to build relationships and generate net new leads for the Cybersecurity practice.

• Work in conjunction with our ecosystem partners and channel resources to ensure success of Strategic Partners and strengthen Channel relationships.

• Technical proficiency in a wide range of cybersecurity services, including managed detection and response, identity and access management, application security, penetration testing, vulnerability assessments, and cybersecurity framework assessments, among others. This proficiency can come from other professional services experiences, product or vendors companies, or direct industry experience.

• Public speaking experience, demonstrated writing ability, including both sales and technical reports, business communication, and thought leadership pieces.

• Limited and occasional travel is required.