Client Manager - Security - Global Service Provider

World Wide Technology Holding•Dallas, TX

10d

About The Position

The Client Manager leads World Wide Technology’s sales efforts with large, Tier 1 global service provider customers, selling technical services, solutions, products, and security offerings. The role builds and nurtures customer relationships, identifies gaps in customers’ technical environments, and delivers solutions spanning infrastructure modernization, multicloud architecture, security transformation, and digital strategy. The Client Manager works with sales engineers, engineers, architects, subject matter experts, inside sales, technology specialists, and consultants to scope and deliver customer solutions. The position includes leading customer meetings and presentations, developing account strategy, managing complex opportunities, and owning account financial performance. Travel of up to 25% or more is required.

Requirements

At least 5 years of account management experience in a relevant industry with large commercial or enterprise customers.
At least 5 years of experience managing or leading a sales book of business with $10 million or more in revenue.
Proven experience selling security solutions, security services, and security software to large enterprise or service provider customers.
Experience selling to a Tier 1 service provider.
Knowledge of Tier 1 service provider network architecture and technology, including enterprise IT (storage, compute, network, virtualization, and multicloud), contact center, customer and employee experience, and retail branch solutions.
Technical expertise in enterprise IT architecture, including storage, compute, network, and multicloud.
Working knowledge of security areas such as network security, identity, cloud security, SecOps, and managed security services.
Strong relationships within key customer network organizations and the ability to influence decision-making.
Extensive knowledge of customer stakeholders in targeted network organizations, with existing or developing relationships with key decision-makers.
Strong relationships with leading Security OEM partners and experience driving joint pursuits and partner-led opportunities.
Strong vendor and partner relationships among potential suppliers to both the customer and WWT, with the ability to help select partners for successful deployment partnerships.
A track record of successful solution selling.
Ability to work independently and solve customer-facing problems.
Strong written, verbal, and presentation communication skills.
Strong financial acumen, including the ability to build business cases, structure complex deals, and manage account P&L and profitability.
Demonstrated account ownership and a history of growing strategic accounts while being accountable for results.
Ability to understand broad technical solutions and provide value to customers.

Nice To Haves

Preferred location in or around Dallas.

Responsibilities

Position WWT capabilities and service offerings in alignment with client business and technology objectives.
Manage large and complex sales opportunities with Tier 1 mobile network operator customers.
Work consultatively with customers and OEM partners and collaborate with cross-functional teams to develop business-relevant solutions.
Develop and execute account strategy.
Lead teams of inside sales staff, technology specialists, and consultants.
Create and drive sales campaigns from discovery through close.
Build and maintain relationships with C-level executives and other decision-makers at targeted clients.
Manage the opportunity pipeline and forecast accurately.
Sell security solutions, security services, and security software aligned with customers’ risk, compliance, and security transformation goals.
Build trusted relationships with the CSO/CISO and broader security leadership team, positioning WWT as a strategic security advisor.
Develop Security OEM partnerships and use them to create joint go-to-market strategies, co-sell motions, and differentiated solutions.
Own account financial performance, including deal structuring, pricing strategy, margin management, and long-term revenue growth.
Build relationships within the territory, lead customer sales meetings and presentations, and bring customer requests to WWT technical teams for scoping.
Work with engineers, architects, and subject matter experts to provide technical expertise and value.
Understand customer business drivers and align solutions to them, including business cases with short- and long-term revenue growth impact.