Account Manager - Cybersecurity | Houston, TX

Optiv•Houston, TX

About The Position

The Account Manager, also called a Client Manager (CM), 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 for top accounts. The team typically includes a Solutions Architect, Client Operations Specialist, and services-practice personnel as appropriate. The Account Manager builds client satisfaction by meeting with top clients early in the year to understand and document their business, technology, and security goals and their expectations of Optiv. The Account Manager reviews goals, expectations, and progress with clients quarterly and engages Optiv leadership and resources as needed to help achieve 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, 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, presales 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 exceeding plan and expectations.

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 the assigned gross margin target.
Manage current and multi-quarter forecasts with accuracy, currency, and integrity.
Execute sales 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 exchange leads, develop qualified pipeline, and maximize mutually beneficial 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 document their goals and expectations, and review progress quarterly, engaging Optiv leadership and resources as needed.