[Hiring] Account Executive @Optiv

Role Description

As a Account Executive (or Client Director (CD) as we call it) you’ll focus on selling Optiv security services and security technology solutions to a select few key strategic accounts (typically less than 10) within a geographic territory. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s) and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts.

• Lead a cross-functional team including a Client Solution Architect, Executive Advisory Director, Client Operations Specialist, and one or more Client Associates.
• Develop a multi-year strategic account management plan.
• Identify and understand client’s core business objectives and how they correlate to mitigating business and cyber security risk.
• Collaborate with client leadership to refine and/or build a security strategy.
• Propose solutions to address client security needs over a multi-year period.
• Establish a trusted relationship with the client to become their primary security solution partner and provider.
• Enhance client satisfaction by meeting with clients early in the year to understand their business, technology, and security goals.
• Review goals, expectations, and progress with clients quarterly.

Qualifications

• Experience in solution and services-based sales through work in an Information Technology or Security environment typically gained over 7-10 years.
• Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.
• Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.
• Strong business acumen and ability to correlate business goals with business and cyber security risk.
• Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.
• Strong presentation, verbal and written communication skills.
• Strong negotiation experience.
• Experience in and knowledge of the IT security market and competitors.
• Experience in and knowledge of the Risk & Compliance market and competitors.
• History of demonstrated achievement exceeding plan and expectations.

Requirements

• Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.
• Lead your team to create a multi-year strategic account management plan based upon identified client business, technology and security goals.
• Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $3.5M annually.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity.
• Lead a cross-functional team to execute with discipline and in alignment with Force Management principles.
• 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.
• Initiate and/or monitor and mediate all necessary communications between clients, vendors and members of your team.
• Maintain collaborative and effective internal communications with Optiv team members.

Benefits

• 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).