Account Manager - Cybersecurity - NorCal Enterprise

Optiv • San Jose, CA

1d • $140,000 - $250,000

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. 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 relevant services practices personnel.

The Account Manager builds client satisfaction by learning and documenting top clients' business, technology, and security goals and their expectations of Optiv. The role reviews goals, expectations, and progress with clients quarterly and engages Optiv leadership and resources as needed to support or exceed client-defined goals. This is a field-based position, with the ideal candidate located in the San Francisco Bay Area.

Requirements

• Typically 3–5+ years of product- or services-based sales experience at a technology company, ideally in cybersecurity.
• 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.
• A history of achievement that exceeds plan and expectations.

Responsibilities

• Build trusted, effective, and productive relationships with client executives within 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 relevant security trends, threats, and perspectives.
• Build a sales pipeline within assigned accounts, ideally four times assigned targets, and achieve or exceed the assigned gross margin target.
• 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 in security services and 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 team members, 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 goals and expectations, then review progress with them quarterly and engage Optiv leadership and resources as necessary.

Benefits

• Comprehensive compensation and benefits package
• Uncapped bonus plan, paid on new and renewal business
• Employee Resource Groups
• Work/life balance
• Professional training resources
• Volunteer opportunities through Optiv Chips In
• Technology and resources to productively work remotely/from home, where applicable

What This Job Offers

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