Account Manager - Cybersecurity | East Tennessee

Optiv • Knoxville, TN

2d • Remote

About The Position

The Account Manager, also referred to as a Client Manager (CM), sells Optiv security services and security technology solutions to select strategic accounts within a geographic territory. The position is field-based and will be hired in Eastern Tennessee. The Account Manager owns and coordinates all aspects of the sales cycle for assigned accounts and leads a cross-functional team to build and execute multi-year strategic account management plans. The team typically includes a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate.

The role focuses on strengthening client satisfaction by understanding and documenting clients’ business, technology, and security goals and their expectations of Optiv. The Account Manager reviews goals, expectations, and progress with top clients quarterly and engages Optiv leadership and resources as needed to help meet or exceed client-defined goals.

Requirements

• Typically 3–5+ years of product- or services-based sales experience 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.
• A history of achievement exceeding plan and expectations.

Nice To Haves

• Experience in cybersecurity sales.

Responsibilities

• Build trusted, effective, and productive relationships with client executives in assigned accounts.
• Lead the creation of multi-year strategic account management plans based on client business, technology, and cybersecurity goals, as well as security trends, threats, and Optiv's perspectives.
• Build a 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 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 regarding opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to understand and document their goals and expectations, then review progress with them quarterly.
• Engage Optiv leadership and resources as necessary to support client-defined goals.

Benefits

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

What This Job Offers

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