The job, in the employer's words
About Fidelis Security
Fidelis Security helps organizations detect, investigate and respond to advanced cyber threats across their environments. Our technology provides deep visibility across network and endpoint activity, giving security teams the context they need to understand what happened, investigate threats and respond quickly. Fidelis works with enterprises and government organizations around the world to protect critical systems, sensitive data and high-value environments.
Job Summary
We are seeking an experienced Account Manager / Sales Executive to drive growth across North America. This role will be responsible for developing existing customer relationships, identifying expansion opportunities, building new pipeline and closing new business.
We are looking for someone who understands enterprise cybersecurity sales, knows how to navigate complex organizations and can build relationships from the technical team through the C-suite. This is a hands-on sales role for someone who takes ownership of their territory and knows how to turn customer relationships and market opportunities into revenue.
Key Responsibilities
- Own and grow a portfolio of enterprise accounts across North America, with responsibility for retention, expansion and new business.
- Develop new opportunities and build qualified pipeline through direct prospecting, customer relationships, partners and the broader cybersecurity ecosystem.
- Build relationships with CISOs, security leaders, SOC teams, technical stakeholders, procurement and executive decision-makers.
- Understand each customer's security environment, priorities and challenges and position Fidelis solutions against meaningful business and security outcomes.
- Develop and execute account and territory plans that identify expansion opportunities, competitive displacement opportunities and new target accounts.
- Manage the complete sales cycle from initial engagement and discovery through technical evaluation, commercial negotiation and close.
- Work closely with Sales Engineering, Product, Marketing, Customer Success and other teams to move opportunities forward.
- Develop productive relationships with channel partners, resellers, distributors and strategic partners to expand Fidelis' reach and generate opportunities.
- Maintain an accurate pipeline and forecast, with clear visibility into deal status, next steps, risks and expected close dates.
- Consistently achieve or exceed assigned revenue targets.
- Maintain a strong understanding of the cybersecurity market, competitive landscape and evolving customer requirements.
Requirements
- Demonstrated success selling enterprise cybersecurity software and solutions.
- Strong track record of achieving sales targets and closing complex enterprise transactions.
- Experience managing and expanding existing strategic accounts while developing new business.
- Established understanding of enterprise security operations and technologies such as network detection and response, endpoint security, threat detection, incident response, deception, XDR or related cybersecurity platforms.
- Ability to engage credibly with both technical security teams and senior executives.
- Strong prospecting, discovery, negotiation and closing skills.
- Experience working with channel partners and navigating both direct and partner-led sales motions.
- Disciplined approach to pipeline management, forecasting and CRM.
- Ability to operate independently, take ownership and work effectively in a distributed organization.
- Willingness to travel throughout North America as required.
Compensation Base Range: $110,000 – $165,000 USD annually
Commission: Additional commission structure available
Requirements mentioned
- Demonstrated success selling enterprise cybersecurity software and solutions.
- Strong track record of achieving sales targets and closing complex enterprise transactions.
- Experience managing and expanding existing strategic accounts while developing new business.
- Established understanding of enterprise security operations and technologies such as network detection and response, endpoint security, threat detection, incident response, deception, XDR or related cybersecurity platforms.
- Ability to engage credibly with both technical security teams and senior executives.
- Strong prospecting, discovery, negotiation and closing skills.
- Experience working with channel partners and navigating both direct and partner-led sales motions.
- Disciplined approach to pipeline management, forecasting and CRM.
- Ability to operate independently, take ownership and work effectively in a distributed organization.
- Willingness to travel throughout North America as required.
- Compensation Base Range: $110,000 – $165,000 USD annually
- Commission: Additional commission structure available
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