Strategic account executive in cybersecurity

The Strategic Transformation Specialist is a high-visibility, co-selling overlay role within the EMEA Transformation Office. Designed to accelerate Privileged Access Management (PAM) targets across the region, this position works directly alongside Account Executives (AEs) on customer-facing engagements with Idira’s largest EMEA accounts.

• Partner directly with AEs on key sales motions to drive full portfolio sales and modernize PAM across their account bases, acting as the primary driver for large, complex revenue opportunities.
• Drive regional SaaS transformation and cross-sell initiatives in tight alignment with Solution Architects, Customer Success Managers (CSMs), and Product Specialists.
• Identify and engage non-traditional stakeholders outside legacy PAM investment areas, building compelling business justifications to secure new budget pools.
• Expand use cases and license consumption across parent companies, subsidiaries, and group entities.
• Identify opportunities for new areas such as non-human identities.
• Input directly into AE territory planning, quarterly business reviews/ ASRs.
• You will be expected to run the strategy for a small number of nominated strategic/ large accounts in your region, strategy which you have co-designed with the AE through ASRs
• Support and elevate field AEs in their customer modernization strategies, serving as a subject matter expert and strategic transformation lead.
• Champion global and regional PAM modernization programs, acting as a high-visibility Modern PAM evangelist across the EMEA region.
• Cultivate strategic relationships with channel partners, global system integrators (GSIs), cloud providers, and advisories to align with enterprise customer investment agendas.
• Lead and coordinate extended account teams—including Pre-Sales, Partners, Executive Management, and Customer Success—throughout the end-to-end sales cycle.
• Engage C-level executives with strategic proposals, value propositions, and tailored presentations.
• Manage prospecting, pipeline development, opportunity forecasting, pricing negotiations, and contract execution.
• Conduct bi-weekly alignment meetings with territory AEs, Sales Engineers and Professional Services Engineers to monitor account health, accelerate rollouts, and drive upsell/cross-sell pipeline.
• Mobilize Idira technical experts to construct compelling solution narratives that showcase product strengths and secure competitive wins.

• Proven success closing complex enterprise cybersecurity or enterprise SaaS software deals with a track record of quota ownership.
• Demonstrated ability to land Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users
• Outcome-oriented mindset with strong commercial acumen and negotiation skills.
• In-depth familiarity with identity security, Privileged Access Management (PAM), Identity & Access Management (IAM), Zero Trust architectures, and compliance-driven selling.
• Ability to translate technical environments and business use cases into strategic cybersecurity solution opportunities.
• Hands-on experience collaborating with channel partners, hyperscalers/cloud platforms, and GSIs to co-sell and accelerate go-to-market motions.
• Outstanding communication and influencing skills with the ability to engage stakeholders from technical teams to C-suite executives.
• Strong commercial curiosity and active listening skills to uncover hidden pain points and strategic initiatives.
• Highly collaborative, resilient, and coachable mindset with a focus on team-wide success.
• Proficiency in structured enterprise sales frameworks (e.g., MEDDPICC, Command of the Message).
• Direct experience leveraging sales technology to optimize pipeline management and execution (e.g., Salesforce, Clari, Gong, Demandbase).

• This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.