Account Manager - Cybersecurity | Dallas, TX

Optiv • Dallas, TX

2d

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 Dallas area. The role owns and coordinates all aspects of the sales cycle for assigned accounts and leads a cross-functional team in developing and executing multi-year strategic account management plans. The team typically includes a Solutions Architect, Client Operations Specialist, and relevant services practice personnel.

The Client Manager works to enhance client satisfaction by meeting with top clients early in the year to understand and document their business, technology, and security goals, along with their expectations of Optiv. The manager reviews goals, expectations, and progress with clients quarterly, engaging Optiv leadership and resources as needed to help achieve or exceed client-defined goals.

Requirements

• Typically 3–5 years of product- or services-based sales experience gained at a technology company.
• Proven ability to build and execute territory and account prospecting and expansion plans, with a 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 in assigned accounts.
• Effective presentation, verbal, and written communication skills.
• Negotiation experience.
• A history of achievement exceeding plans and expectations.

Nice To Haves

• Technology sales experience in cybersecurity is preferred.

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 sales processes in alignment with Force Management principles, including MEDDICC and Command of the Message.
• Communicate Optiv’s value proposition and its security services and technology expertise and capabilities effectively.
• 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 collaborative and effective internal communications about opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to understand and document their business, technology, and security goals and expectations of Optiv.
• Review client goals, expectations, and progress quarterly, involving Optiv leadership and resources as needed.

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
• Employee Resource Groups

What This Job Offers

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