Account Manager - Cybersecurity
Spear Shield, a Koncise Company | Ipswich, Suffolk (Hybrid)
Who we are
We're a cybersecurity partner working with 170+ UK businesses - many of them brands you'll recognise - helping their IT leaders identify, monitor, and reduce cyber risk. We've been doing this for 13 years. 99% of our clients stay with us.
That retention rate isn't an accident. It comes from how we work. We're consultative, not transactional. We take the time to understand what's actually going on inside a client's business before we recommend anything. And when we do recommend something, we're specific - one considered solution at a time, not a parade of five vendors for the client to sort through themselves.
Our clients tend to be mid-market organisations with small IT teams and little to no dedicated cybersecurity resource. They're dealing with sophisticated threats, limited budgets, board-level scrutiny, and the daily pressure of keeping users happy while keeping the business safe.
We understand that world because it's the only world we operate in.
What this role is
We're hiring an Account Manager to look after a portfolio of around 20-30 existing clients. Your primary job is to make sure those clients feel genuinely well looked after - and to identify and win cybersecurity projects within that base that help them strengthen their security posture.
This isn't a role where you're managing renewals and sending quotes. And it's not a pure sales role where you're cold-calling from a list. It's way more interesting and involved.
You'll be the person our clients call when something's worrying them, when they're evaluating a new initiative, or when they need someone to help them think through a problem. You'll build relationships that mean they trust your judgement. And because they trust your judgement, you'll spot opportunities to do meaningful work together - not by pushing products, but by understanding what they're dealing with and knowing when we can help.
Around 80% of your time will be focused on your existing client base. The remaining 20% is about growing beyond it - asking for referrals, making warm introductions, and building a pipeline of new relationships through the credibility you've earned.
The relationships that matter most in this role aren't built in a quarter. They're built over months and years - through consistency, through follow-through, and through proving that you're someone worth listening to. There are no shortcuts to that, and we wouldn't want there to be.
What you'll actually do
Become the primary point of contact for your portfolio of clients, building the kind of relationships where they see you as an extension of their team rather than a supplier.
Have conversations with clients that go beyond surface-level. You'll ask the kinds of questions that help people think, not just answer - things like "can you quantify that impact - is it a time thing, a risk thing, or a cost thing?", "who's most affected if this doesn't get addressed?", "if we fast-forward six months after making this change, what looks different to you?"
Work with our technical team to shortlist and recommend the right vendor for each project. We don't run beauty parades. When we bring a vendor or an in-house service to a client, it's because we've already done the thinking — we know why they, or it, is the right fit and we can explain that clearly.
Keep your pipeline, forecasting, and CRM records in good shape - not because we're obsessive about admin, but because it helps us all work better together.
Represent us at events and in the market when it makes sense.
What makes someone right for this
You're the sort of person clients genuinely like spending time with. Not in a schmoozy way - in a way where they feel heard, understood, and confident you're looking out for them.
You're naturally curious. You ask follow-up questions because you actually want to understand, not because a framework told you to. Your conversations have depth to them and feel natural rather than formulaic.
You can hold your own in a room with an IT Director, a Finance Director, or a board member. You don't need to be the most technical person in the conversation - but you do need to be able to translate what you're hearing into the right next step.
You've got a solid understanding of cybersecurity fundamentals and the market landscape - whether that's from the practitioner side, the vendor side, or the partner side. We'll upskill you on the specifics, but you won't be starting from zero.
You've managed accounts before, hit targets, and grown revenue within a client base - but you've done it by being good at your job, not by being pushy. You understand that the fastest route to a sale is often slowing down and making sure the client is solving the right problem first.
You're comfortable asking for referrals and generating new conversations without needing to be micromanaged on it.
You're based within commutable distance of our new Ipswich office.
What you won't find here
Targets set at 6-10x your OTE with a long list of caveats about what does and doesn't qualify for commission. Our targets are built around financial sustainability - they're a measure of whether you're profitable for the business, not a stick to beat you with. It's straightforward.
A culture where you're expected to lead with a pitch before you've understood the problem.
Pressure to play vendors off against each other. Our vendor partners trust us because we're considered about when and how we bring them into a client conversation. That trust is worth protecting.
What you will find
* A competitive base salary with genuine flexibility depending on your experience.
* Uncapped commission on a structure that rewards the work you're doing, not just the deals that happen to land in your lap.
* Hybrid working from our Ipswich office.
* A growing business where you can shape your role and build something meaningful - not just fill a seat.
* Colleagues who care about doing this properly. We're not interested in quick wins at the expense of long-term relationships. Our clients stay because they trust us. We want you to be someone they trust too.