Echelon Risk + Cyber

Compensation

Full Description

About us: At Echelon Risk + Cyber, we believe in defending basic human rights to security and privacy. We seek a highly skilled and experienced Account Manager (MSP or MSSP) to join our dynamic team at Echelon Risk + Cyber, a leading cybersecurity consulting firm. Our next team member will be ready to roll up their sleeves and identify opportunities for our clients and for Echelon internally with unquestioned integrity. This team member will be passionate about cybersecurity and ready to use their knowledge to be an Entrepreneurial Problem Solver and work alongside their Echelon team members to build creative solutions. The Account Manager is responsible for managing and growing a portfolio of vCISO-led clients by expanding adoption of Echelon's Managed Security Services (MSSP), including SOC/MDR, Vulnerability Management, Email Security, Identity Security, and other defensive security offerings. This role acts as the commercial owner of the ongoing client relationship, partnering closely with vCISOs, Security Engineers, and GRC consultants to translate risk insights into actionable, revenue-generating security initiatives. Success is measured by net revenue retention, MSSP attach rate, and client satisfaction. Additional responsibilities may include facilitating follow-up sales from professional services engagements to support subsequent transactions. This role is remote within the region; however, candidates must be based in Philadelphia, New York, New Jersey, or Delaware and able to work onsite at client locations within these areas as needed. What You Will Do Client Relationship Management: • Serve as the primary commercial point of contact for assigned vCISO/GRCaaS/MSSP clients (all monthly recurring revenue clients) • Build trusted relationships with executive stakeholders (CISO, CIO, CTO, CFO, COO) • Lead recurring account reviews focused on risk posture, roadmap progress, and service optimization • Ensure renewals are proactively managed and executed on time MSSP Cross-Sell & Expansion • Identify expansion opportunities based on: • Risk assessments and vCISO findings • Control gaps identified through frameworks (NIST CSF, CIS, HIPAA, etc.) • Incident trends, vulnerability data, and audit readiness needs • Position MSSP services as natural extensions of the vCISO strategy • Position professional services engagements as natural milestones in the client journey • Own the expansion pipeline within existing accounts from discovery through close • Partner with internal stakeholders for solution alignment and demos Internal Coordination • Ensure scope alignment between advisory services and managed security services • Track utilization, service adoption, and customer outcomes • Maintain accurate account notes, opportunities, and forecasts in CRM Commercial Ownership • Drive Net Revenue Retention (NRR) and account growth targets • Forecast expansion revenue with confidence and accuracy • Identify at-risk accounts early and execute mitigation plans Key Performance Metrics (KPIs) • Net Revenue Retention (NRR) ≥ target • MSSP attach rate across vCISO accounts • Expansion pipeline value and close rate • Renewal rate and contract term extensions • Client satisfaction and executive engagement cadence Your Knowledge, Skills, And Abilities • 5+ years in account management, customer success, or sales within cybersecurity, MSSP, or IT services • Strong understanding of: • vCISO service models • Managed Security Services (SOC, MDR, VM, IAM, Email Security, Vulnerability Management) • Risk and compliance frameworks (NIST CSF, CIS Controls, HIPAA, SOC 2, ISO 27001) • Experience selling consultative, recurring services to mid-market and enterprise clients • Ability to communicate security risk in business and financial terms • Proven track record of expansion and retention within existing accounts • Applicants must have authorization to work in the United States without current or future visa sponsorship. Preferred Qualifications • Prior experience working directly with MSSP or SOC teams • Familiarity with security tooling (EDR/XDR, SIEM, vulnerability scanners, M365 Security, etc.) • Experience supporting regulated industries (healthcare, financial services, SaaS) • CRM proficiency (HubSpot or equivalent) Why Echelon? We are committed to creating an inclusive environment for our team with unquestioned integrity. If you have a special need that requires accommodation, please let your recruiter know. One of our core values is "People with Personality," and we want to allow you the space to bring your full self to work. We Currently Offer The Following Benefits • Access to medical, dental, and vision insurance through Cigna, with the majority of the employee cost covered by the employer. • Employer funding to HSA accounts and FSA access. • Access to a 401(k) through Vanguard with a guaranteed employer contribution • Flexible vacation policy that allows you to manage your schedule and rest and recharge when you need to • 11 holidays with flexibility based on what is important for you and those you love. • Family-friendly benefits, including weeks off for Maternity leave, weeks off for non-birthing parent leave, employer-paid short-term and long-term disability, employer-paid life insurance, and access to additional life insurance, hospital coverage, accidental coverage, discounted mental health support, and more • Support for individual development through certifications, continued learning, conferences, and more We value a diverse workforce and a culture of inclusivity and belonging. All employment decisions shall be made without regard to age, race, creed, color, religion, gender, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, or any other basis as protected by federal, state, or local law. Echelon Risk + Cyber is an Equal Opportunity Employer. Job Posted by ApplicantPro