Account Manager - Cybersecurity | East Tennessee

Optiv; Oregon; Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Remote work flexibility

Job summary

Optiv seeks an Account Manager to sell security services and technology solutions to strategic accounts in a field-based role within Tennessee. You will own the full sales cycle for assigned accounts and lead a cross-functional team to build multi-year strategic plans focused on achieving client business and security goals.

You will engage executives, build and manage a large pipeline, coordinate with Solutions Architects and services staff, and drive quarterly progress reviews to ensure

Qualifications

• 3–5+ years in technology sales, preferably cybersecurity.
• Proven ability to create and execute territory and account plans.
• Experience coordinating cross-functional resources for deals.
• Ability to build productive relationships with executives.
• Strong presentation and negotiation capabilities.

Responsibilities

• Build trusted relationships with client executives within assigned accounts.
• Lead multi-year strategic account management plans aligned to client goals.
• Develop a large sales pipeline within accounts and meet targets.
• Manage quarterly forecasts with accuracy and integrity.
• Execute using MEDDICC and Command of the Message methodologies.
• Communicate Optiv's security services value proposition effectively.
• Collaborate with partners and sales teams to generate leads.
• Coordinate communications among clients, partners and Optiv teams.
• Maintain clear internal communications regarding opportunities and satisfaction.

Skills

Sales experience

Territory planning

Cross-functional collaboration

Executive relationships

Communication skills

Negotiation

Track record of achievement

Job description

This position is field-based and will be hired in Eastern Tennessee.

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 within a geographic territory. You'll also 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 will include 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 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.

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 StatementOptiv 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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