The Role
The Inside Sales Account Lead will drive demand and business growth for cybersecurity solutions, focusing on lead generation, sales coordination, and customer engagement.
Summary Generated by Built In
Our client is a leading Value-Added Distributor, specializing in providing information security solutions and services via their channel partners to enterprises of all sizes across sub-Saharan Africa. They provide cybersecurity solutions and services that span the entire enterprise information infrastructure lifecycle including the perimeter, network, endpoints, application, cloud, IoT and data security. They are looking to hire a Inside Sales Account Lead.
Job Summary:
As an Inside Sales Account Lead, you will play a pivotal role in driving demand generation and business growth for our cybersecurity vendor portfolio. This includes solutions across Identity, Data,Network, Infrastructure, Cloud, Application Security, GRC, and Professional Services. Your main responsibilities will include cold calling, lead qualification, and coordination with the field sales team to convert leads into opportunities and revenue. You’ll act as the first point of contact for potential partners and customers, promoting value-driven cybersecurity solutions in collaboration with the sales and vendor teams.
Job Responsibilities:
Lead Generation & Cold Calling
- Proactively identify and engage potential partners, resellers, and end customers through cold calls, emails, and digital outreach.
- Qualify leads based on their business needs, IT infrastructure, and cybersecurity maturity.
- Drive early-stage conversations to create awareness about the company’s vendor portfolio and value proposition.
- Maintain a consistent pipeline of qualified leads aligned with the sales team’s target accounts.
Sales Coordination & Collaboration
- Liaise with field sales teams to handover qualified leads and assist in opportunity progression.
- Work closely with vendor account managers and product specialists to position the right cybersecurity solutions.
- Support sales campaigns, webinars, and marketing initiatives to nurture leads and drive conversions
- Follow up with prospects post-events, demos, or marketing activities to ensure continued engagement.
Pipeline & CRM Management
- Maintain and update CRM systems with lead and activity details.
- Track and report progress on KPIs such as call volume, lead qualification rate, and conversion metrics.
- Ensure data accuracy and transparency in reporting lead status and forecasted opportunities.
Customer Engagement
- Develop a clear understanding of customer challenges related to identity protection, data security, cloud security, network defense, and compliance.
- Schedule meetings or demos between prospects and the technical / sales teams.
- Build rapport with key decision-makers (CIOs, CISOs, IT Managers, Procurement Heads, etc.) at target accounts.
Market & Product Knowledge
- Stay up to date with the latest trends, technologies, and threat landscapes in Cybersecurity.
- Acquire a solid understanding of vendors’ products and services across domains like IAM, DLP, SIEM, SASE, Zero Trust, GRC, and Cloud Security.
- Provide feedback from the market to internal stakeholders for continuous improvement in sales strategy and vendor alignment.
Job Requirements:
- Bachelor’s degree in computer science, Marketing, IT, or a related field.
- 2–3 years of experience in inside sales, lead generation, or business development, preferably in IT distribution, cybersecurity, or enterprise software.
- Proven success in converting cold calls into qualified leads and sales opportunities.
- Experience working with cybersecurity vendors or channel partners is a strong plus.
- Strong communication and interpersonal skills (verbal and written).
- Excellent cold-calling and lead qualification capabilities.
- Basic understanding of cybersecurity domains and IT infrastructure concepts.
- Familiarity with CRM tools (Salesforce, HubSpot, Zoho, etc.).
- Ability to collaborate across teams and manage multiple priorities effectively.
- Goal-oriented, self-driven, and resilient when handling objections or rejections.
Skills Required
- Bachelor's degree in computer science, Marketing, IT, or a related field
- 2-3 years of experience in inside sales, lead generation, or business development
- Proven success in converting cold calls into qualified leads and sales opportunities
- Experience working with cybersecurity vendors or channel partners
- Strong communication and interpersonal skills
- Excellent cold-calling and lead qualification capabilities
- Basic understanding of cybersecurity domains and IT infrastructure concepts
- Familiarity with CRM tools (Salesforce, HubSpot, Zoho, etc.)
- Ability to collaborate across teams and manage multiple priorities effectively
- Goal-oriented, self-driven, and resilient when handling objections or rejections
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The Company
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