Key Account Manager

As a leading provider of AI-powered extended managed detection and response (MXDR) services, Ontinue is on a mission to be the most trusted, 24/7, always-on security partner that empowers customers to embrace the future by using AI to operate more strategically, at scale, and with less risk. We believe that the combination of AI and human expertise is essential for delivering effective managed security that is tailored to a customer’s unique environment, operational constraints, and risks.

Our MXDR service combines powerful proprietary AI with a one-of-a-kind collaboration model to continuously build a deep understanding of our customers’ environments, informing how we prevent, detect, and respond to threats. Our unrivaled Microsoft expertise allows customers to achieve these outcomes with the Microsoft Security tools they already own. The result is highly localized managed protection that empowers security teams to be faster, smarter, and more cost efficient than ever before. 

Continuous protection. AI-powered Nonstop SecOps. That’s Ontinue. 

Your mission

We are seeking a dynamic and results-oriented Key Account Manager to join our team. This role is critical to our growth strategy and involves managing and nurturing key client relationships, driving customer satisfaction, increasing retention, and expanding our footprint within existing accounts.

The ideal candidate will have a strong background in sales, account management, customer success, and a deep understanding of Microsoft security solutions and managed security services.

Key Responsibilities and skills required:

• Own and grow strategic customer accounts, serving as the primary point of contact and building strong relationships with technical, security, and executive stakeholders.
• Develop and execute strategic account plans aligned with customer objectives and Ontinue's growth strategy, with a focus on retention, expansion, and long-term partnership.
• Drive account growth and revenue by identifying, qualifying, and closing both upsell and cross sell opportunities across Ontinue's SOC, MXDR, advisory, and professional services offerings.
• Build and expand executive relationships within customer organizations to increase account penetration and establish Ontinue as a trusted security partner.
• Lead QBRs, service reviews, and executive business reviews, demonstrating business and security value while identifying opportunities for additional services and engagement.
• Own the commercial relationship for assigned accounts, including renewals, expansions, proposals, negotiations, pipeline management, and accurate sales forecasting.
• Proactively manage account health, risks, and customer satisfaction, identifying issues early and coordinating internal resources to resolve them.
• Act as the customer's advocate within Ontinue, translating customer needs and feedback into actionable requirements for sales, delivery, customer success, and technical teams.
• Partner closely with delivery, Cyber Advisors, Security Operations, and technical teams to ensure successful onboarding, adoption, service delivery, and measurable security outcomes.
• Serve as a trusted advisor to customers, Serve as a trusted strategic partner to customers, developing a deep understanding of their business goals, security priorities, and organizational initiatives. Identify opportunities to expand value, align Ontinue solutions to customer needs, and coordinate internal experts to support customer outcomes and long-term partnership growth.
• Maintain strong knowledge of Ontinue's MXDR services and the Microsoft security ecosystem, including Defender, Sentinel, Entra ID, Intune, Purview, and Azure Security, while staying current on cybersecurity trends and competitive offerings.
• Collaborate with Microsoft, channel partners, sales, and marketing to develop account strategies, support customer success, generate opportunities, and strengthen customer relationships

What we offer:

We have been recognized as a top place to work! In addition to a competitive salary, we also offer great benefits and access to management and Microsoft training.

Come as you are!  We search for amazing people of diverse backgrounds, experiences, abilities, and perspectives. Ontinue welcomes and encourages diversity in the workplace regardless of race, gender, religion, age, sexual orientation, disability, or veteran status.

Next Steps:

If you have the skills and experience required and feel that Ontinue is a place you can belong, we would love to get to know you better! Please drop an application to this role and our talent acquisition manager will be in touch to discuss further.

Learn more: www.ontinue.com.