Account Executive - Cybersecurity

Optiv•Los Angeles, CA

About The Position

The Account Executive, referred to at Optiv as a Client Director (CD), sells Optiv security services and security technology solutions to a select group of strategic accounts in Southern California. The CD owns and coordinates all aspects of the sales cycle within assigned accounts and leads a cross-functional team in developing and executing a multi-year strategic account management plan for each account. The team includes a Client Solution Architect, Executive Advisory Director, and Client Operations Specialist. The CD leads sales execution but is not a people-management position; team members are managed by leaders in their respective organizations. The role focuses on building trusted relationships with client executives, understanding their business, technology, and security goals, and aligning those goals with security trends, threats, and Optiv’s expertise. The CD develops qualified pipeline, manages forecasts, pursues gross-margin objectives, and communicates Optiv’s value proposition across security services and technology. The position also involves collaboration with technology partners and coordination among clients, vendors, and internal teams. Optiv describes its compensation package as including base salary and an uncapped bonus plan paid on new and renewal business. The company also highlights inclusive employee resource groups, work/life balance, professional training resources, complex problem-solving opportunities, volunteer opportunities, and technology to support remote work where applicable.

Requirements

Typically 10 or more years of experience in solution- and services-based sales in an Information Technology or Security environment.
Experience leading complex sales cycles in large enterprise and Fortune 500 accounts.
Proven ability to develop and execute territory and strategic account management plans, with a record of exceeding multi-million-dollar gross-margin quotas.
Demonstrated ability to lead cross-functional dotted-line teams of sales, technical, and support personnel effectively.
Strong business acumen and ability to connect business goals with business and cybersecurity risks to develop complex security technology and services solutions.
Demonstrated ability to build productive business relationships with key executives and sponsors in assigned accounts.
Strong presentation, verbal, and written communication skills.
Strong negotiation experience.
Experience in and knowledge of the IT security and Risk & Compliance markets, including competitors.
A history of exceeding plan and expectations.

Responsibilities

Build trusted, effective, and productive relationships with client executives at multiple levels within assigned accounts.
Lead the cross-functional team in creating a multi-year strategic account management plan based on client business, technology, and security goals, as well as Optiv’s understanding of security trends, threats, and points of view.
Build a sales pipeline within assigned accounts, ideally three to four times assigned targets, and achieve or exceed annual gross-margin objectives in excess of $1.5 million.
Manage current and multi-quarter forecasts with accuracy, currency, and integrity.
Lead the cross-functional team in disciplined execution aligned with Force Management principles such as MEDDICC and Command of the Message.
Communicate Optiv’s value proposition regarding its security services and technology expertise and capabilities.
Build collaborative relationships with technology partners and their sales personnel to share and gain leads, develop qualified pipeline, and maximize mutually beneficial opportunities.
Initiate, monitor, and mediate communications among clients, vendors, and team members within each account.
Maintain effective internal communication with Optiv team members about opportunities, requirements, and client satisfaction.