Major Account Manager - Southern Europe

Build a great career with SOCRadar

SOCRadar is well positioned for continued rapid growth with a focus on innovation, global expansion, and feature-rich multifunctionality. Our mission is to enable the organizations to get proactive against evolving cyber threats. Enterprises around the world are increasingly selecting SOCRadar to get proactive security by understanding their attack surface and gaining automation-enabled visibility into surface, deep, and dark web. SOCRadar users leverage our expertise and investment in scalable, innovative Extended Threat Intelligence (XTI) solution to protect their most valuable assets: brand reputation, employees, customers and overall business operations.

What will Major Account Manager do

As a Major Account Manager, you will own the complete sales cycle across your assigned Southern Europe territory. and will be responsible for a quota of net new sales revenue, by selling to mid-market and enterprise cybersecurity decision makers. Daily tasks will include following up with our growing network of freemium users, performing discovery calls, working with the Sales Engineering team on technical product demos, working with your inside sales (SDR) counterparts, presenting proposals, negotiating pricing, and closing deals. You will be required to acquire a solid working knowledge of the SOCRadar platform and products, identifying prospects’ needs and use cases, and efficiently presenting SOCRadar products to solve a range of advanced threat intelligence challenges. You will coordinate regularly with the other Sales Team members Sales Engineers and channel sales managers, maintain CRM accuracy, and present accurate weekly forecasts.

Responsibilities

New Business Development

• Identify, prospect, and develop new enterprise opportunities within the Southern Europe territory.
• Build and manage a healthy pipeline through outbound prospecting, referrals, partner channels, and marketing-generated leads.
• Engage CISOs, CIOs, Security Directors, IT leaders, and executive decision-makers.
  

Full Sales Cycle Ownership

• Manage opportunities from initial discovery through negotiation and contract signature.
• Conduct discovery calls to understand customer security challenges and business objectives.
• Deliver compelling value-based presentations tailored to customer needs.
• Coordinate technical demonstrations and proof-of-concepts with Solutions Engineers.
• Develop commercial proposals and negotiate contracts.

Territory Growth

• Execute territory plans aligned with regional revenue objectives.
• Build strategic account plans for key enterprise prospects.
• Identify expansion opportunities within target accounts.
  

Customer Relationship Management

• Develop trusted advisor relationships with customers.
• Maintain accurate opportunity forecasts and CRM hygiene.
• Collaborate with Customer Success to ensure smooth customer onboarding and long-term retention.

Cross-Functional Collaboration

• Partner closely with Sales Development Representatives, Solutions Engineering, Customer Success, Technical Account Management, Marketing, and Channel & Alliances to maximize customer success and revenue growth.

Qualifications

• 4+ years of experience as an Account Executive, with selling cybersecurity solutions.
• Proven experience managing the full enterprise sales cycle.
• Consistent track record of achieving or exceeding sales quotas.
• Experience selling into enterprise or mid-market organizations.
• Strong consultative and value-based selling skills.
• Experience engaging senior decision-makers, including C-level executives.
• Excellent negotiation and closing abilities.
• Experience selling Cyber Threat Intelligence (CTI), Threat Intelligence Platforms, Digital Risk Protection (DRP), External Attack Surface Management (EASM), Attack Surface Management (ASM), Vulnerability Management, Security Operations (SOC), SIEM, XDR, MDR, Cloud Security, or Risk Management Platforms.
• Experience working with MSSPs, System Integrators, Channel Partners, and Enterprise Security Teams is considered a strong advantage.

Skills

• Enterprise Sales.
• Consultative Selling.
• Pipeline Management, Territory Planning, Forecasting, Negotiations, Presentation Skills, Executive Communication & Cross-Functional Collaboration.
• Opportunity Qualification (MEDDICC, MEDDPICC, SPIN, Challenger, or similar).
• CRM Management.

What does SOCRadar offer teammates?

• Talented and Experienced Teammates,
• Private Health Insurance,
• Remote working environment
• SOCRadar Academy E-learning Platform,
• Birthday Month Day off.