Own executive relationships for a portfolio of 20–25 strategic accounts, driving client satisfaction, retention, and revenue growth
Develop deep knowledge of each client’s business objectives, security posture, and strategic priorities through regular reviews and QBRs
Create and execute 12-month strategic account plans focused on expansion, risk mitigation, and long-term value
Identify and close cross-sell and upsell opportunities across ISA’s full services and solutions portfolio
Proactively generate new services opportunities through targeted prospecting, partner channels, and industry engagement
Lead RFP responses for Services and AI opportunities, including win strategy, solution design, and pricing alignment
Own and deliver against ARR, TCV, and gross margin targets for assigned accounts
Lead complex, multi-year contract negotiations and Statements of Work (SOWs) to secure profitable outcomes
Orchestrate cross-functional teams across Sales, Services, SOC, and Delivery throughout the client lifecycle
Ensure seamless handoffs from sales to delivery with clearly defined success metrics and accountability
Maintain accurate forecasting, pipeline management, and account reporting in Microsoft Dynamics CRM
Represent the voice of the client internally, contributing to continuous improvement and strategic planning

Requirements

10+ years in enterprise account management or quota-carrying sales roles in cybersecurity, managed services (MDR/MSSP/MSP), or IT services
Proven track record meeting/exceeding quotas for complex XaaS or managed security solutions
Strong technical understanding of SOC operations, SIEM/MDR architectures, cybersecurity frameworks, and AI use cases
Demonstrates ability to engage and influence C-suite stakeholders in enterprise organizations
Experience leading full sales cycles including discovery, demos, PoCs, and multi-year contract negotiations
Exceptional communication, negotiation, and presentation skills
Proficiency with CRM tools (Microsoft Dynamics preferred) for forecasting and pipeline management
Eligible for Government of Canada Reliability Status or higher
Preferred: Bachelor’s degree in business, IT, Computer Science, or related field; MBA is an asset
Cybersecurity certifications (CISSP, CISM, CISA, GCIH, or equivalent)
Experience with AI agent solutions and emerging technology offerings

Benefits

Flexible sick and personal days for all employees
Generous health plan with enhanced mental health resources and programs
Professional development opportunities and education reimbursement up to $2,000 annually for all employees
Maternity and parental leave top-up
Employee referral bonus of $2,000
Competitive salaries complemented with RRSP matching and bonus programs
Distance remote working policy
LinkedIn Learning access for all team members

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

account managementquota-carrying salescybersecuritymanaged servicesXaaSSOC operationsSIEM architecturescybersecurity frameworksAI use casescontract negotiations

Soft Skills

client satisfactionretentionrevenue growthcommunicationnegotiationpresentationinfluenceleadershipstrategic planningcross-functional collaboration

Certifications

CISSPCISMCISAGCIHBachelor's degreeMBA