Account Manager - Cybersecurity | Dallas, TX

Optiv•Fort Worth, TX

About The Position

The Account Manager, also called a Client Manager, sells Optiv security services and security technology solutions to selected strategic accounts in the Dallas 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. The team typically includes a Solutions Architect, Client Operations Specialist, and relevant services practice personnel. The Account Manager focuses on continually improving client satisfaction. Early in the year, the role meets with top clients to understand and document their business, technology, and security goals, along with their expectations of Optiv. The role 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 Dallas-Fort Worth area. The posting also describes the ability and technology necessary to work remotely or from home where applicable.

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 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 in assigned accounts.
Effective presentation, verbal, and written communication skills.
Negotiation experience.
History of exceeding plans and expectations.

Responsibilities

Build trusted, effective, and productive relationships with client executives in assigned accounts.
Lead creation of multi-year strategic account management plans based on client business, technology, and cybersecurity goals and Optiv's understanding of 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 in alignment with Force Management principles, including MEDDICC and Command of the Message.
Communicate Optiv’s value proposition regarding its security services, technology expertise, and capabilities.
Build collaborative relationships with technology partners and their sales personnel to share and gain leads, develop qualified pipeline, and maximize mutually beneficial sales opportunities.
Initiate, monitor, and mediate communications among clients, technology partners, and Optiv team members within assigned accounts.
Maintain effective internal communications with Optiv team members concerning opportunities, requirements, and client satisfaction.
Meet with top clients early in the year to document their goals and expectations, and review progress quarterly.
Engage Optiv leadership and resources as needed to support client-defined goals.