Strategic Account Director – Symantec, Carbon Black

Responsibilities

• Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth.
• Proactively manage and grow existing accounts, identifying opportunities to expand the use of Symantec and Carbon Black solutions.
• Develop a thorough understanding of each client’s business objectives, security needs, and technical challenges.
• Collaborate closely with clients to implement tailored cybersecurity strategies that leverage the full Symantec and Carbon Black portfolios.
• Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle.
• Drive the adoption of Symantec and Carbon Black solutions, ensuring clients fully realize the value of the cybersecurity products.
• Work with clients to identify gaps in their security architecture and propose solutions that align with their long‑term business goals.
• Collaborate with technical teams to deliver solution demonstrations, workshops, and proof‑of‑concepts (POCs) to showcase the capabilities of Symantec and Carbon Black.
• Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client’s environment.
• Meet and exceed revenue retention and growth targets by identifying upsell and cross‑sell opportunities within your assigned accounts.
• Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals.
• Identify risks to account health and work proactively to mitigate client churn, securing long‑term partnerships.
• Participate in quarterly business reviews (QBRs) with clients, providing insights on the performance of solutions and offering recommendations for optimization.
• Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met.
• Act as a client advocate within Arrow, providing feedback to product management and development teams to drive product improvements.
• Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote Symantec and Carbon Black products.

Requirements

• Proven experience in account management, business development, or sales within the cybersecurity or technology sectors.
• Strong understanding of Symantec and Carbon Black solutions (or similar technologies) and their role in a comprehensive cybersecurity strategy.
• Excellent relationship‑building skills with the ability to establish trust with senior stakeholders (CISOs, IT Directors, etc.).
• Demonstrated ability to achieve and exceed revenue retention and growth targets.
• Willingness to travel up to 60% of the time for client meetings and events.
• Fluency in English and French. Dutch is a nice‑to‑have.