Strategic Account Executive - Houston

Job description

### Your Next Opportunity Starts Here! CyberOne is growing—and we’re looking for talented people who want to grow with us. We bring together smart, driven professionals who take ownership, challenge themselves and each other, and are passionate about delivering exceptional results for our customers. We move fast, solve complex problems, and believe great work happens when talented people are empowered to make an impact. If you’re looking for a place where your ideas matter, your contributions are valued, and there’s always an opportunity to learn and grow, we’d like to meet you. ### About CyberOne We help our customers solve their most complex cybersecurity problems. By combining cybersecurity technologies with CyberOne Professional Services, we help organizations address security challenges and reduce business risk. Our sales, engineering, and services teams work together with technology partners to deliver solutions aligned with each customer’s priorities. ### Position Overview As our Strategic Account Executive (SAE), you will own the **Houston territory**, win new enterprise customers, and expand strategic relationships across one of Texas’s major business markets. This is a **remote, Houston-area-based position**. CyberOne does not maintain a physical office in Houston; however, because this role is responsible for developing and supporting customers and partners throughout the territory, **candidates must reside within the Houston metropolitan area and be able to travel throughout the assigned territory as business needs require.** You will work alongside CyberOne’s engineering, Professional Services, and technology-partner teams to engage security executives, uncover business needs, and develop solutions that address meaningful cybersecurity challenges. Success requires creating opportunities through your own prospecting, executive relationships, and partner engagement—not simply managing inherited accounts and renewals. This role is suited for a consultative seller who wants ownership of territory strategy and accountability for measurable revenue, gross-profit, and pipeline growth. ### Essential Functions - Build and execute a Houston territory plan identifying target enterprises, account priorities, executive stakeholders, technology partners, and routes to new business. - Create qualified opportunities through direct outreach, referrals, local market engagement, and joint prospecting with technology partners; own new-logo acquisition and enterprise account expansion. - Lead complex sales cycles from discovery and qualification through solution development, proposals, negotiation, and close, meeting assigned revenue and gross-profit quotas. - Build relationships with CISOs, CIOs, security leaders, procurement teams, and economic buyers; connect security priorities, business risk, budget, and decision criteria to a clear business case. - Position CyberOne Professional Services alongside technology solutions, engaging technical experts to scope assessments, testing, incident response, and other services aligned with customer needs. - Develop working knowledge of endpoint and network security, security operations, SIEM, vulnerability management, and threat intelligence; coordinate technical presentations and demonstrations with specialists. - Build productive technology-partner relationships through joint account planning, opportunity development, and coordinated execution across CyberOne’s vendor ecosystem. - Maintain accurate Salesforce opportunities, next steps, close dates, and forecasts; manage pipeline coverage, conversion, and deal progression against agreed targets. - Negotiate pricing and commercial terms within company guidelines, protect deal profitability, and coordinate effective handoffs to delivery teams. - Expand strategic accounts through documented account plans, customer outcomes, timely renewals, and cross-sell opportunities; collaborate with services teams to sustain customer satisfaction. ### Success In This Role - Within 30 days, complete agreed onboarding and establish a baseline territory plan covering priority Houston accounts, partner relationships, and prospecting activities. - Within 60 days, review target-account plans with leadership and document customer discovery, executive engagement, and qualified opportunities created through direct and partner-led outreach. - Within 90 days, present an active territory pipeline with documented business needs, buyer engagement, next steps, and expected close dates; agree on quarterly new-logo, expansion, and services goals with leadership. - Achieve or exceed 100% of assigned revenue and gross-profit quotas within the applicable ramp period and thereafter; track new-logo wins and enterprise expansion against agreed quarterly targets. - Maintain qualified pipeline coverage at the management-approved multiple of quota, reviewing pipeline creation, conversion, aging, and forecast accuracy at least monthly. - Update Salesforce at least weekly and review strategic account plans quarterly, measuring executive engagement, renewal performance, expansion opportunities, and CyberOne Professional Services bookings against agreed goals. ### Qualifications **Required:** - Demonstrated success in B2B technology solution sales, including creating new business and managing complex enterprise sales cycles; typically 5+ years of relevant experience or a comparable record of results. - Evidence of quota attainment and profitable growth, with the ability to explain personally sourced opportunities, new-logo wins, and account expansion separately from inherited business. - Experience in consultative discovery, executive relationship development, territory planning, negotiation, and closing opportunities involving multiple stakeholders. - Ability to learn and credibly position cybersecurity technologies and services in collaboration with technical specialists. Bachelor’s degree or equivalent practical experience. **Preferred:** - Direct cybersecurity sales experience with a value-added reseller (VAR), systems integrator, security vendor, or IT services provider. - Established Houston-area enterprise relationships and a record of building productive technology-partner relationships. - Experience selling professional services, managed detection and response (MDR), security assessments, penetrations tests, risk and compliance services and AI Security technologies. ### Skills - Consultative discovery and business-case development that translate technical capabilities into customer outcomes. - Executive communication, persuasive presentations, proposal writing, and disciplined negotiation. - Territory prioritization, account planning, proactive prospecting, and coordination of partner-led sales efforts. - Commercial judgment in deal qualification, gross-profit management, pipeline analysis, and forecasting. - Accurate CRM use (Salesforce preferred), proficiency with Microsoft 365, and reliable follow-through across competing priorities. ### Individual Contributor Competencies - Teamwork - Customer Focus - Innovation - Integrity ### Work Environment - Serve the Houston-area territory with regular in-person customer and partner engagement. Travel approximately 25%, primarily within the territory, with occasional travel across the STOLA region and to company headquarters in Plano, TX. - Work may be in-office, hybrid, or remote in accordance with company policy and business needs. The role requires independent planning and close collaboration with distributed teams. - Work is generally performed in professional office and customer environments using standard office equipment. Occasional evening or weekend participation in customer meetings, training, or company and partner events may be required. ### Physical Demands Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position. While performing the duties of this position, the employee may be required to: - Remain in a stationary position for extended periods of time. - Move throughout an office or customer environment. - Frequently operate computers, telephones, and other standard office equipment. - Communicate effectively in person, by telephone, and through electronic communication. - Occasionally lift and/or move items weighing up to 15 pounds unless otherwise specified for the position.