Job Description:

Primary Skill:
Client Growth & Account Mining
Client Relationship & Stakeholder Expansion
Cybersecurity Engagement & Value Creation

Secondary skill:
Delivery Effectiveness & Margin Improvement
Strategic Leadership & Internal Collaboration

Key Responsibilities
Client Growth & Account Mining

Own and execute growth strategies for strategic accounts, focused on net additional business growth and wallet share expansion
Identify and convert account mining opportunities, including cybersecurity-related solutions and transformation programs
Develop deep understanding of client business objectives, risk concerns, and regulatory pressures
Shape and position differentiated offerings—particularly where cybersecurity, risk, compliance, and resilience are critical client priorities

Client Relationship & Stakeholder Expansion

Act as executive sponsor and trusted advisor across strategic client accounts
Build and expand relationships with CxOs, CIOs, CISOs, risk leaders, business heads, and procurement stakeholders
Increase organizational reach by penetrating new buying centers and security decision-makers
Lead executive governance, QBRs, steering committees, and crisis/escalation scenarios when required

Cybersecurity Engagement & Value Creation

Leverage prior experience in cybersecurity programs such as security transformation, managed security services, cloud security, IAM, GRC, SOC operations, or cyber risk management
Translate client security pain points into scalable, outcome-oriented solutions
Partner with cybersecurity, technology, and delivery teams to ensure solutions are aligned with client risk posture and compliance needs
Support strategic pursuits and large deals where cybersecurity is a core decision driver

Delivery Effectiveness & Margin Improvement

Partner with delivery leadership to improve operational efficiency, quality, and delivery predictability
Drive contribution margin improvement through cost optimization, pricing discipline, scope control, and productivity initiatives
Ensure strong alignment between commercial commitments, cybersecurity delivery models, and client expectations

Strategic Leadership & Internal Collaboration

Develop account plans with clear targets for growth, margin improvement, CSAT, and security-led expansion
Provide market and client intelligence to influence solution design, cybersecurity offerings, and go-to-market strategy
Mentor account teams and foster a consultative, value-led client engagement culture

Key Performance Indicators (KPIs)

Improvement in contribution margins across managed accounts
Net additional business growth, including cybersecurity-related revenue
Improvement in Client Satisfaction (CSAT) scores and retention
Expansion of stakeholder coverage, particularly within security and risk leadership
Success rate of account mining and cybersecurity-led growth initiatives

Qualifications & Experience

15+ years of experience in client-facing leadership roles within technology services, consulting, or professional services
Strong track record in growing large, complex accounts through relationship-led and solution-led expansion
Prior experience with cybersecurity programs (delivery, presales, consulting, or executive sponsorship) is a significant advantage
Demonstrated success in margin improvement, P&L management, or commercial ownership
Executive-level engagement experience with C-suite and senior risk/security stakeholders

When you apply, you voluntarily consent to the disclosure, collection and use of your personal data for employment/recruitment and related purposes in accordance with the Tech Aalto Privacy Policy, a copy of which is published at Tech Aalto’s website (https://www.techaalto.com/privacy/)
Confidentiality is assured, and only shortlisted candidates will be notified for interviews.

Cybersecurity - Client Growth Account M...