Account Manager - Cybersecurity | Houston, TX

Optiv • Houston, TX

2d • Onsite

About The Position

The Account Manager, also called a Client Manager, sells Optiv security services and security technology solutions to a select group of strategic accounts in the Houston, Texas area. The role owns and coordinates all aspects of the sales cycle within assigned accounts and leads a cross-functional team in developing and executing multi-year strategic account management plans. Team members typically include a Solutions Architect, Client Operations Specialist, and services-practice personnel as appropriate.

The position focuses on client satisfaction and executive relationships. 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 role reviews goals, expectations, and progress quarterly, engaging Optiv leadership and resources as needed to help meet or exceed client-defined goals. This is a field-based position hired in the Houston area.

Requirements

• Typically 3–5 years of product- or services-based sales experience at a technology company; cybersecurity experience is ideal.
• Proven ability to develop 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 cybersecurity sales.

Responsibilities

• Build trusted, effective, and productive relationships with client executives within assigned accounts.
• Create multi-year strategic account management plans for top accounts based on clients’ 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 sales processes with discipline and 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, build qualified pipeline, and maximize mutually beneficial sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and Optiv’s extended teams, including technical, sales, and client operations personnel.
• Maintain effective internal communications with Optiv team members about opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to document their business, technology, and security goals and their expectations of Optiv.
• Review client goals, expectations, and progress quarterly, involving Optiv leadership and resources as necessary.

Benefits

• Inclusive company culture supported by Employee Resource Groups.
• Work/life balance.
• Professional training resources.
• Opportunities to tackle unique, complex projects through creative problem-solving.
• Volunteer opportunities through Optiv Chips In.
• Remote-work-from-home technology and capability, where applicable.

What This Job Offers

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