Account Manager - Cybersecurity

Optiv; United States; Remote; USD 140,000 - 250,000; Full time

Benefits offered by this job

Remote work option

Professional training resources

Volunteer opportunities

Employee resource groups

Job summary

Optiv is seeking an Account Manager to sell security services and technology solutions to strategic accounts in the United States. You will own the full sales cycle, coordinating a cross-functional team to craft multi-year strategic plans and drive long-term client success.

You will meet top clients to document business, technology, and security goals, and review progress quarterly with Optiv leadership to ensure alignment and goal attainment.

Qualifications

• 3–5+ years in IT product or services sales, preferably cybersecurity.
• Proven ability to build and execute territory and account plans with a history of meeting/exceeding quotas.
• Experience coordinating cross-functional resources (sales, pre-sales, support).
• Ability to build relationships with executives and sponsors within accounts.
• Strong presentation, verbal and written communication skills.
• Negotiation experience.
• Track record of exceeding plan and expectations.

Responsibilities

• Build trusted relationships with client executives within assigned accounts.
• Lead creation of multi-year strategic account management plans aligned to client goals and Optiv capabilities.
• Develop a large sales pipeline within accounts and achieve target gross margin.
• Manage multi-quarter forecasts with accuracy and integrity.
• Execute using Force Management principles including MEDDICC and Command of the Message.
• Communicate Optiv’s value in security services and technology capabilities.
• Collaborate with technology partners to generate leads and opportunities.
• Coordinate communications between clients, partners, and Optiv teams.
• Maintain internal communications about opportunities and client satisfaction.

Skills

Strategic account management

Sales leadership

Client relationship building

Communication skills

Negotiation

Forecasting

Tools

MEDDICC

CRM tools

Job description

As an Account Manager, (or Client Manager (CM) as we call it) you’ll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts in the assigned geo. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts.

You’ll also engage clients with a heightened focus on ever-enhancing client satisfaction . This includes meeting with your top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of attaining those goals. You’ll review these goals, expectations and progress with your top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals.

How you’ll make an impact

• Build trusted, effective and productive relationships with client executives within assigned accounts.

• Lead creation of multi-year strategic account management plans, for top accounts, based upon identified client business, technology and cybersecurity goals, coupled with Optiv’s understanding of security trends, threats and points of view for each assigned account.

• Build a large sales pipeline, ideally 4 times assigned targets, within assigned accounts and achieve/exceed assigned gross margin target.

• Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.

• Execute with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message, among others.

• Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.

• Build strong, collaborative and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.

• Initiate and / or monitor and mediate all necessary communications between clients, technology partners and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned account.

• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

What we’re looking for

• Experience in IT product or services based sales typically gained over 3-5+ years in a technology company, ideally cybersecurity.

• Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding assigned quotas.

• Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel in an effective fashion.

• Demonstrated ability to build productive business relationships with key executives and sponsors within assigned accounts.

• Effective presentation, verbal and written communication skills.

• Negotiation experience.

• History of demonstrated achievement exceeding plan and expectations.

#LI-CH1

Total Target Compensation

$140,000 – $250,000+ Annually

Estimated Total Target Compensation for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.

What you can expect from Optiv

• A company committed to our inclusive value through our Employee Resource Groups

• Work/life balance

• Professional training resources

• Creative problem-solving and the ability to tackle unique, complex projects

• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.

• The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.

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