Client Partner — Cybersecurity & Client Growth

Location:

United States – Remote | Employment: Full Time | Department: Professional Services

Base + Variable:

$240,000–$260,000 base + 50% variable bonus (OTE $360,000–$390,000); specific bonus metric to be finalized

Travel:

25%, reflecting the 18-month mandate to build onshore, on-site presence

Our Mission

At Trantor, everything starts and ends with our mission: being the cybersecurity partner of choice and helping protect our clients' digital environments. We have the vision of a world where each day is safer and more secure than the one before.

Why This Role Exists

Palo Alto Networks is our largest client — roughly 70 stakeholders engaged across the relationship — with Cloudflare and Proofpoint close behind. Together these accounts span close to ten products across three geographies: the United States, LATAM, and India.

Delivery today is weighted heavily toward India and LATAM, with limited US presence. Trantor has an active 18-month mandate to build materially more onshore, on-site capability so the cybersecurity practice can establish its own identity in front of clients rather than operating in the shadow of these accounts.

This role is the US-facing owner of that work. You will be the person a CISO, security lead, or engineering director calls when they need someone in the room, on-site, who can speak for delivery that is largely executed offshore — and who can make that offshore work land with the same trust as if it were down the hall.

What This Is Not

This is not a hands-on security engineering role, a pure customer-success role, or a pure sales role. It sits deliberately between technical delivery and account growth, and it requires genuine strength in both — not comfort in one used to avoid the other. Candidates who want to go deeper technically and hand commercial conversations to someone else, or who want to sell without staying technically credible, are not a fit for this role as designed.

Ideal Profile

The strongest candidates will typically have progressed through a career similar to:

Cybersecurity / Infrastructure Engineer or Architect → Professional Services / Technical Consulting / Technical Delivery → Enterprise Client & Account Leadership

They combine four capabilities, and all four are load-bearing — this is not a hands-on technical role, but it is not a pure relationship or delivery-management role either:

Current cybersecurity technical depth — enough to challenge a technical decision, assess an architecture, and hold a peer conversation with a senior security engineer today, not five years ago.
Technical delivery ownership — accountable for delivery health, risk, and quality across a portfolio, including work executed by teams they do not sit next to.
Genuine breadth of relationships — not just seniority. Two or three contacts concentrated at the top of one account is not sufficient; this role requires lateral reach across functions, divisions, and stakeholders within an account, not just depth with one executive sponsor.
Proactive account origination — the instinct to wake up looking for a reason to meet someone new inside or around an account and open a conversation, not to wait for a signal and route it to Sales.

They do not need to be performing day-to-day engineering implementation. They do need to remain technically current enough to be credible in a live technical conversation, and commercially motivated enough to originate opportunity rather than administer it.

Your Career

As a Client Partner – Cybersecurity & Client Growth, you will serve as a trusted technical and delivery partner for a portfolio of United States-based enterprise clients including Palo Alto Networks, Cloudflare, and Proofpoint. You will combine current cybersecurity technical credibility, technical delivery oversight, executive client relationship management, and account development.

You will also serve as the US-facing advocate for delivery teams based in India and LATAM — representing their work in client conversations, ensuring it is understood and trusted, and building the on-site credibility that offshore delivery alone cannot create.

You will stay close enough to the technical substance of client engagements to assess delivery quality, identify technical risks, and challenge or guide technical teams when necessary — and you will build relationships across client organizations broad and deep enough to surface opportunity before it is handed to you.

Your Impact

Delivery ownership and offshore accountability

Own technical oversight and delivery health across an assigned portfolio of US enterprise cybersecurity clients, including engagements executed primarily by India- and LATAM-based teams.
Serve as the on-site, US-facing owner of offshore-delivered work — the credible presence a client trusts when the team doing the work is not in the room.
Serve as senior technical escalation point when engagements are at risk or client expectations are not being met, and review scoping and statements of work for technical feasibility before commitments are made.

Relationships — seniority and breadth

Build trusted relationships with CISOs, CIOs, security leaders, and other senior client decision-makers.
Independently of seniority, build lateral relationships across an account — other divisions, adjacent functions, and stakeholders beyond the immediate project sponsor. A relationship confined to one executive contact, however senior, does not satisfy this requirement.

Origination and growth

Proactively identify emerging client needs and opportunities for additional cybersecurity services, solutions, or technical resources — and personally develop them with the client, rather than passing signals to Sales to develop.
Partner with Sales and Practice leadership to convert identified opportunity into scoped, sold work; participate actively in renewals, QBRs, and account planning.

Technical currency and talent oversight

Maintain the technical currency to challenge a technical decision, evaluate an architecture, and hold a credible peer conversation with a senior security engineer — not a general familiarity with cybersecurity concepts.
Evaluate technical talent and skills alignment where consultants or contractors are assigned to client engagements, and intervene when skills or delivery quality fall short of client expectations.

Your Experience

Required

5+ years of hands-on technical experience in cybersecurity, security engineering/architecture, infrastructure, cloud security, or enterprise technology delivery.
A documented track record — not a self-assessed ability — of originating a client relationship, uncovering a specific need, and converting it into additional work. Be ready to name the relationship, the need, and the outcome.
3+ years operating at the top of enterprise accounts with demonstrated lateral relationship-building beyond the immediate project sponsor, across at least two functions or divisions within an account.
Experience overseeing technical delivery across enterprise engagements — evaluating architecture, staffing, scope, and delivery risk — while communicating credibly with both engineers and senior business stakeholders.
Commercial ownership of renewals, expansion, or account planning, including comfort with a defined revenue-facing target (see Compensation & Targets below) rather than an advisory or pass-through role on commercial conversations.
Working, current familiarity with AI/LLM security — how emerging tooling identifies vulnerabilities across an estate, how remediation is planned, and how re-test and rollout cycles work. This is now a live area of the business, not a future one.
Working familiarity with US enterprise compliance frameworks such as SOC 2, HIPAA, NIST, and FedRAMP.
Current, hands-on knowledge of the Palo Alto Networks ecosystem — specifically Cortex, XSIAM, and Unit 42. Palo Alto Networks is our largest client and the primary account this role supports; candidates should expect this to be tested directly in interview, and general cybersecurity breadth without PANW-specific fluency will not clear this bar.
Fluent English required; must be based in and authorized to work in the United States.

Preferred

Relevant cybersecurity or vendor certifications, including CISSP or equivalent.
Experience vetting, managing, or evaluating technical consultants or contractors, including staff augmentation or contingent workforce settings.
Relevant bachelor's degree in a technical field, equivalent military experience, or equivalent professional experience.
Direct experience acting as the on-site face of an offshore or nearshore delivery team.

Compensation & Targets

Base salary: $240,000–$260,000, plus a 50% variable bonus target (on-target earnings approximately $360,000–$390,000).

Job description