Account Director

2 weeks ago

Melbourne, Victoria, Australia Jenkin Beattie Full time

Account Director – Cybersecurity

Location:
Melbourne, VIC

Employment Type:
Full-time

Seniority:
Senior / Account Director

Function:
Enterprise Sales, Cybersecurity, Governance & Risk Services

Salary:
$225-250,000 Base + super + 30% Comms

About the Role

We are seeking a highly experienced
Account Director
with deep expertise in
cybersecurity, professional services sales
. The ideal candidate will have a proven track record managing strategic financial services and government accounts, closing multi-million-dollar services led deals, and driving sustained account growth in complex enterprise environments.

In this role, you will own key client relationships, develop and execute account strategies, and partner with leading cybersecurity vendors to deliver integrated solutions across Professional Services, Managed Services, Risk, and Cloud Security.

Key Responsibilities

Account Ownership & Growth

  • Manage and grow strategic enterprise accounts including the major Australian banks, insurers and government departments.
  • Build and execute Account-Based Growth (ABG) strategies for your customers
  • Expand existing accounts through strategic upsell, cross-sell, and multi-threaded solution positioning.
  • Deliver sustained revenue growth

Enterprise Cybersecurity Sales

  • Lead consultative sales across cybersecurity domains including cloud security, risk management, compliance, threat detection, identity, and managed security.
  • Develop and deliver integrated cybersecurity bids and solution designs for opportunities into the multiple millions of dollars
  • Build and manage high-value partnerships with leading cybersecurity vendors including
    Microsoft, Cisco, Splunk, CrowdStrike and ServiceNow
  • Leverage partner ecosystems to enhance solution capability
  • Negotiate complex
    Master Service Agreements (MSA)
    and
    Statements of Work (SOW)
    , ensuring favourable commercial outcomes
  • Work closely with local and global delivery teams (onshore/offshore) to craft tailored solutions

Planning & Execution

  • Develop comprehensive pursuit plans, account plans, and mapping strategies.
  • Own forecasting, pipeline generation, and deal governance.
  • Lead internal and external teams through full deal lifecycle including discovery, design, bid response, and delivery transition.

Skills & Experience Required

  • 5+ years in cybersecurity sales and enterprise account management
    – must be working for a Cybersecurity Professional Services provider (non vendor profiles)
  • Excellent commercial acumen with experience negotiating MSAs, SOWs, and multi-year commercial agreements.
  • Demonstrated success managing and growing complex Tier-1 enterprise accounts.
  • Strong understanding of cybersecurity frameworks, compliance, cloud security, and risk mitigation.
  • Proven ability to execute large, strategic, multi-tower deals ($10M+)
  • Experience working with or selling into financial services - Big 4 banks strongly preferred).
  • Excellent commercial acumen with experience negotiating MSAs, SOWs, and multi-year commercial agreements.
  • Strong stakeholder influence skills and ability to work with C-suite, vendor partners, and global delivery teams.

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