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eSentire is a global leader in Managed Detection and Response (MDR), protecting over 2,000 organizations across 35+ industries. The company operates a Controlled Autonomy SecOps model pairing AI operatives with expert human threat hunters in 24/7 Security Operations Centers. Atlas AI, eSentire's platform, connects to customers' entire security stacks to correlate signals across endpoint, network, identity, email, cloud, and SaaS environments.
As an Account Manager, you will own the commercial and strategic relationship for a portfolio of enterprise clients, influencing their security investment decisions and ensuring eSentire remains their trusted partner. This is a strategic, growth-focused role operating at the executive level—not a maintenance position.
Key Responsibilities:
- Command your portfolio: Own the full customer relationship and commercial trajectory, from initial engagement through retention strategy and expansion revenue.
- Operate at the executive level: Build deep, credible relationships with CISOs, IT leaders, and C-suite stakeholders, positioning yourself as a strategic advisor rather than a vendor contact.
- Drive aggressive, sustainable growth: Identify and execute upsell and cross-sell opportunities by aligning business priorities to security investment.
- Orchestrate cross-functional execution: Partner with Customer Success, Solution Architecture, Product, and Executive leadership to mobilize resources behind every account.
- Lead the renewal cycle: Own every stage from early engagement through contract negotiation and close, minimizing churn proactively.
- Develop sophisticated account plans: Create stakeholder maps, risk mitigation strategies, and growth roadmaps that keep you ahead of conversations.
- Deliver executive-grade business reviews: Communicate outcomes, ROI, and strategic alignment in ways that resonate in the boardroom.
- Set the standard for pipeline discipline: Forecast with accuracy, track account health proactively, and maintain disciplined CRM data.
Requirements:
- 5+ years of high-performance account management or enterprise sales experience in the cybersecurity space, with strong emphasis on renewals and expansion in complex environments.
- Solid command of cybersecurity concepts, MDR/EDR technologies, or security frameworks—enough to lead strategic conversations.
- Sharp commercial acumen: ability to connect security strategy to business outcomes and quantify impact with confidence.
- Consistent record of exceeding quota in sophisticated sales cycles.
- Executive presence: comfortable engaging with CISOs and CIOs at their level.
- Exceptional communication, negotiation, and influence skills.
- Salesforce fluency with disciplined pipeline management approach.
- Bachelor's degree in Business, Cybersecurity, IT, or equivalent enterprise-level experience.
