Account Manager - Cybersecurity - MidAtlantic

Optiv; Washington (District of Columbia); On-site; USD 140,000 - 250,000; Full time

Benefits offered by this job

Volunteer opportunities

Work-life balance

Professional training resources

Remote-friendly work options

Job summary

Optiv, field-based in the greater DC/Baltimore area, seeks an Account Manager to sell security services and technology solutions to strategic accounts. You will own the end-to-end sales cycle, coordinate cross-functional teams, and lead multi-year strategic plans to meet client goals.

In this role you will build executive relationships, develop a robust pipeline (roughly 4x targets), and forecast with accuracy.

Qualifications

• 3–5+ years in product or services-based sales in a technology company (cybersecurity preferred).
• Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding quotas.
• Experience coordinating cross-functional resources (sales, pre-sales, services) to win opportunities.
• Demonstrated ability to build productive relationships with executives and sponsors in assigned accounts.
• Effective presentation, verbal and written communication skills.
• Negotiation experience.
• History of achieving results beyond plan and expectations.

Responsibilities

• Build trusted, executive-level relationships within assigned accounts.
• Lead multi-year strategic account management plans aligned to client business and cybersecurity goals.
• Develop and maintain a multi-year pipeline, targeting approximately four times the assigned quota.
• Forecast accurately and manage multi-quarter projections.
• Apply MEDDICC and Command of the Message methodologies to opportunity development.
• Articulate Optiv's value in security services and technology capabilities to clients and partners.
• Coordinate with technology partners and internal teams to grow qualified pipeline and win opportunities.
• Facilitate clear communication between clients, partners and the Optiv team.

Skills

Sales experience

Account management

Cross-functional collaboration

Negotiation

Communication skills

Strategic planning

Quota attainment

Job description

This position is field-based and will be hired in the greater DC/Baltimore Area.

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. 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.

Total Target Compensation

$140,000 - $250,000+ Annually

The 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.

Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv's selection and recruitment activities. For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.