Account Manager - Cybersecurity | Texas Enterprise

Optiv • Houston, TX

3d

About The Position

This field-based position is hired in Texas. The Account Manager, called a Client Manager (CM) at Optiv, sells Optiv security services and security technology solutions to a select group of strategic accounts in an assigned geography. 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 for top accounts. Team members typically include a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate.

The Account Manager focuses on improving client satisfaction by understanding and documenting clients’ business, technology, and security goals and their expectations of Optiv. The role reviews goals, expectations, and progress with top clients quarterly, engaging Optiv leadership and other resources as needed to support achievement of 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, including sales, presales 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.
• Demonstrated history of exceeding plans and expectations.

Nice To Haves

• Experience in cybersecurity sales.

Responsibilities

• Build trusted, effective, and productive relationships with client executives in assigned accounts.
• Develop and execute multi-year strategic account management plans based on client business, technology, and cybersecurity goals, as well as security trends, threats, and Optiv’s points of view.
• 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 for 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, 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, then review progress quarterly and engage Optiv resources as needed.

Benefits

• Work/life balance
• Professional training resources
• Volunteer opportunities through Optiv Chips In
• Ability and technology to work productively remotely/from home, where applicable
• Inclusive value supported through Employee Resource Groups

What This Job Offers

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