Account Manager - Cybersecurity | Tennessee

Optiv • Chattanooga, TN

4d • Remote

About The Position

This field-based Account Manager position, also called Client Manager (CM), is based in Eastern Tennessee. The role sells Optiv security services and security technology solutions to selected strategic accounts in a geographic territory. The Account Manager owns and coordinates all aspects of the sales cycle for assigned accounts and leads a cross-functional team in building and executing multi-year strategic account management plans for top accounts. The team typically includes a Solutions Architect, Client Operations Specialist, and services practice personnel as appropriate.

The role emphasizes improving client satisfaction. The Account Manager meets with top clients early in the year to understand and document their business, technology, and security goals, along with their expectations of Optiv. The Account Manager reviews goals, expectations, and progress with those clients quarterly and engages Optiv leadership and other resources as needed to meet or exceed client-defined goals.

Requirements

• Typically 3–5+ years of product- or services-based sales experience gained at a technology company; cybersecurity experience is ideal.
• Proven ability to build and execute territory and account prospecting and expansion plans, with a track record of exceeding assigned quotas.
• Experience effectively engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel.
• 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 achievement exceeding plan and expectations.

Nice To Haves

• Experience in a technology company, ideally in cybersecurity.

Responsibilities

• Build trusted, effective, and productive relationships with client executives in assigned accounts.
• Lead the creation of multi-year strategic account management plans for top accounts, based on client business, technology, and cybersecurity goals and Optiv's understanding of security trends, threats, and perspectives.
• Build a large sales pipeline within assigned accounts, ideally four times assigned targets, and achieve or exceed assigned gross margin targets.
• Manage current and multi-quarter forecasts with accuracy, currency, and integrity.
• Execute in alignment with Force Management principles, including MEDDICC and Command of the Message.
• Communicate Optiv's value proposition for its security services, 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 sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and Optiv team members within assigned accounts.
• Maintain effective internal communications with Optiv team members regarding opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to document their business, technology, and security goals and expectations of Optiv.
• Review client goals, expectations, and progress quarterly, engaging Optiv leadership and resources as needed.

Benefits

• Work/life balance
• Professional training resources
• Volunteer opportunities through Optiv Chips In
• Technology and resources necessary to work productively remotely/from home, where applicable
• Employee Resource Groups

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed