Account Executive - Cybersecurity
About The Position
As an Account Executive, referred to at Optiv as a Client Director (CD), you will sell Optiv security services and security technology solutions to a select group of strategic accounts in Southern California. You will own and coordinate all aspects of the sales cycle for assigned accounts and lead a cross-functional team in creating 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 manager; team members report from a human-resources perspective to managers in their respective organizations. The role involves building executive relationships, developing qualified pipeline, managing forecasts, delivering sales objectives, and coordinating communications among clients, vendors, and internal teams. You will work with technology partners and apply disciplined sales methods, including principles such as MEDDICC and Command of the Message.
Requirements
- Typically 10 or more years of solution- and services-based sales experience in an Information Technology or Security environment.
- Experience leading complex sales cycles in large enterprise and Fortune 500 accounts.
- Proven ability to build and execute territory and strategic account management plans, with a track record of exceeding multimillion-dollar gross margin quotas.
- Demonstrated ability to effectively lead cross-functional dotted-line teams comprising sales, technical, and support personnel.
- 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 plans and expectations.
Responsibilities
- Build trusted, effective, and productive relationships with client executives at multiple levels within assigned accounts.
- Lead a team in creating multi-year strategic account management plans based on client business, technology, and security goals, as well as Optiv’s understanding of security trends and threats.
- 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 a cross-functional team in disciplined execution aligned with sales principles such as MEDDICC and Command of the Message.
- Communicate Optiv’s value proposition and its security services and technology expertise and capabilities.
- Build productive relationships with technology partners and their sales personnel to exchange leads, build qualified pipeline, and maximize mutually beneficial opportunities.
- Initiate, monitor, and mediate communications among clients, vendors, and team members across technical, sales, and client operations functions.
- Maintain effective internal communications regarding opportunities, requirements, and client satisfaction.
Benefits
- Comprehensive compensation and benefits package.
- Uncapped bonus plan paid on new and renewal business.
- Work/life balance.
- Professional training resources.
- Volunteer opportunities through Optiv Chips In.
- Technology and resources to work productively remotely/from home where applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
