区域客户经理 – 网络安全与关键服务
Regional Account Executive – Cybersecurity & Critical Services
区域客户经理 – 网络安全与关键服务
地区：TOLA | 东南 | 北中部 | 西北 | 远程
汇报对象：销售副总裁
全职远程职位，可在美国内任何地点工作
职位概述
区域客户经理（AE）是负责在Plurilock的关键服务、企业级网络安全解决方案和战略合作伙伴生态系统中推动新增和扩展收入的配额承担者，是一个以现场为导向的销售人员。
此职位适合在复杂、咨询型环境中表现出色的销售人员，与受监管行业、关键基础设施、公共部门和高信任度企业中的CISO、CIO和高管利益相关者进行互动。
Plurilock 2026年的市场进入策略是以服务为主导、产品为支撑。AE以成果、风险降低和咨询服务价值为先导，将技术和合作伙伴作为加速器，而非推销重点。
成功的表现
在Plurilock成功的AE：
- 通过关系建立、系统性潜在客户开发和合作伙伴联合销售创造新的业务机会
- 引导与业务风险、韧性及成果相关的高管对话
- 实现以服务为主的合作，进而扩展为多年项目
- 保持预测纪律、CRM严谨性和交易责任
- 成为值得信赖的顾问，而非交易型供应商
核心职责
收入增长与客户管理
- 在指定地区内负责完整的销售流程
- 推动企业、公共部门和受监管客户的新增客户和业务扩展
- 以关键服务（PLCS）为主导，根据成果需求附加产品
- 制定并执行专注于大型战略客户的地区计划
客户互动与高管销售
- 在业务、安全、合规和运营方面进行高质量的调研
- 与高层（Above-the-Line）采购决策者就成果和战略举措进行互动
- 将客户挑战转化为以服务为导向的路线图
- 在整个销售周期中保持持续、专业的客户沟通
合作伙伴与联盟策略
- 与原始设备制造商（OEM）、分销商和战略联盟合作伙伴积极联合销售
- 利用合作伙伴关系生成销售渠道、联合会议和活动
- 与合作伙伴的现场代表协调执行联合销售方案
- 将Plurilock定位为合作伙伴技术背后的服务执行方
销售渠道、预测与交易纪律
- 保持准确的机会卫生状况和预测
查看英文原文
Regional Account Executive – Cybersecurity & Critical Services
Territory: TOLA | Southeast | North Central | Northwest | Remote
Reports to: Vice President of Sales
FULLY REMOTE ROLE ANYWHERE IN THE US
Role Overview
The Regional Account Executive (AE) is a quota-carrying, field-oriented seller responsible for driving net-new and expansion revenue across Plurilock’s Critical Services, enterprise cybersecurity solutions, and strategic partner ecosystem.
This role is built for sellers who excel in complex, consultative environments, engaging CISOs, CIOs, and executive stakeholders across regulated industries, critical infrastructure, public sector, and high-trust enterprise accounts.
Plurilock’s 2026 go-to-market motion is services-led, product-enabled. The AE leads with outcomes, risk reduction, and advisory value—using technology and partners as accelerants, not the pitch.
What Success Looks Like
A successful AE at Plurilock:
- Creates net-new at-bats through relationships, disciplined prospecting and partner co-sell
- Leads executive-level conversations tied to business risk, resilience, and outcomes
- Lands services-first engagements that expand into multi-year programs
- Operates with forecast discipline, CRM rigor, and deal accountability
- Becomes a trusted advisor, not a transactional vendor
Core Responsibilities
Revenue Generation & Account Ownership
- Own full-cycle sales responsibility within the assigned territory
- Drive new logo acquisition and expansion across enterprise, public sector, and regulated accounts
- Lead with Critical Services (PLCS), attaching product where it supports outcomes
- Build and execute a territory plan focused on large, strategic accounts
Customer Engagement & Executive Selling
- Conduct high-quality discovery across business, security, compliance, and operations
- Engage ATL (Above-the-Line) executive buyers on outcomes and strategic initiatives
- Translate customer challenges into services-led roadmaps
- Maintain consistent, professional customer communication throughout the sales cycle
Partner & Alliance Motion
- Actively co-sell with OEMs, distributors, and strategic alliance partners
- Leverage partner relationships to generate pipeline, joint meetings, and events
- Coordinate with partner field reps to execute co-sell playbooks
- Position Plurilock as the services execution arm behind partner technology
Pipeline, Forecasting & Deal Discipline
- Maintain accurate opportunity hygiene and forecasting in CRM (Dynamics)
- Follow Plurilock’s Pipeline vs. Commit methodology with defined exit criteria
- Participate in pipeline reviews, deal inspections, and forecast calls
- Ensure opportunities are qualified, documented, and advanced with intent
Collaboration & Internal Alignment
- Partner closely with Solution Architects/Presales Engineer, Critical Services, and delivery teams
- Participate in executive QBRs and strategic account planning
- Provide market intelligence and customer feedback to sales leadership
- Support strategic initiatives and key accounts as needed
Required Experience & Capabilities
- 7+ years of B2B technology or cybersecurity sales experience
- Proven success selling into mid-market and enterprise accounts
- Strong face-to-face selling capability (in-person engagement expected)
- Experience selling professional services, managed services, or advisory engagements
- Comfort engaging senior executives (CISO, CIO, VP IT/Security/Risk)
- Experience working with channel partners and alliance-driven sales motions
- Strong CRM discipline with demonstrated forecast accuracy
- Ability to articulate business value and technical context (with pre-sales support)
Preferred Attributes
- Background in cybersecurity, critical infrastructure, defense, healthcare, manufacturing, or financial services
- Experience selling into high-trust or regulated environments
- Familiarity with services-led expansion and land-and-expand models
- Self-directed, accountable, and effective in a fast-growing organization
- Willingness to travel for high-value, in-person engagements
Why This Role Matters
This is not a transactional reseller role. Plurilock is building a sales organization that:
- Leads with trust, expertise, and execution
- Wins where credibility and delivery matter
- Expands accounts through services-led outcomes—not one-off deals
The Regional Account Executive is a front-line driver
Originally posted on Himalayas