[Hiring] Account Manager - Cybersecurity @Optiv

Role Description

This position is field-based and will be located in the San Francisco Bay 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 in the San Francisco Bay Area. 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.

• Meet with top clients early in the year to understand and document their business, technology, and security goals.
• Review goals, expectations, and progress with top clients quarterly.
• Engage Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed 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 based on identified client business, technology, and cybersecurity goals.
• 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.
• 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, technology partners, and members of the extended Optiv team.
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements, and client satisfaction.

Qualifications

• 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.

Requirements

• 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 on both new and renewal business.
• Informed by various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences.

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).

Company Description

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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