Account Manager - Cybersecurity | Texas Enterprise

Optiv • Houston, TX

5d

About The Position

The Account Manager, referred to internally as a Client Manager (CM), sells Optiv security services and security technology solutions to a select group of strategic accounts in the assigned geography. The role owns and coordinates the sales cycle within assigned accounts and leads a cross-functional team to develop and execute multi-year strategic account management plans. Team members typically include a Solutions Architect, Client Operations Specialist, and services practice personnel as appropriate.

The role focuses on continually 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 top clients quarterly, engaging Optiv leadership and resources as needed to help meet or exceed client-defined goals.

Requirements

• Typically 3–5 years of experience in product- or services-based sales 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, including 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 exceeding plan and expectations.

Nice To Haves

• Experience in cybersecurity sales.

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 security trends, threats, and perspectives.
• Build a large 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 activities 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 exchange leads, build qualified pipeline, and maximize mutually beneficial sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and Optiv team members across technical, sales, and client operations functions.
• 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 expectations of Optiv.
• Review client goals, expectations, and progress quarterly, involving Optiv leadership and resources as necessary.

Benefits

• Work/life balance
• Professional training resources
• Volunteer opportunities through Optiv Chips In
• The ability and technology necessary 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