Client Success Specialist- Commercial Sales | Hybrid, Salt Lake City or Kansas City

Optiv•Salt Lake, UT

19d•Hybrid

About The Position

This position is hybrid with an onsite expectation of Tuesday-Thursday in either our Salt Lake City, UT or Leawood, KS offices. The Client Success Specialist is a results-oriented account management professional supporting small-to-medium sized businesses across the United States. This hybrid role combines client success and renewal upgrades and management responsibilities focused on cybersecurity software solutions and related services. This individual partners closely with technology partners, internal teams, and clients to manage the renewal lifecycle—from managing renewals to driving client engagement and ensuring long-term retention and margin growth. The role plays a critical part in executing Optiv’s 12-Month Client Journey , supporting recurring revenue, and identifying upsell and cross-sell opportunities. How you'll make an impact Own and coordinate all aspects of the sales cycle within assigned accounts Build and execute account management plans to drive sales velocity Expertly communicate the value proposition of Optiv’s cybersecurity technologies, services, and expertise Build and maintain strong relationships with clients and key executive stakeholders Maintain a 90% renewal retention rate and consistently achieve assigned sales goals and quotas Act as a liaison between clients, vendors, technical teams, and internal stakeholders Manage and support recurring renewal and maintenance contracts Proactively generate renewal quotes, process orders, and assist with pricing strategies Determine gross margin objectives and recommend optimal pricing approaches Educate clients on contractual terms, renewal timelines, product updates, upcoming launches, and financing options Assist in selling master renewal programs across the client base Manage assets, contracts, RMAs, and renewal touchpoints throughout the contract lifecycle Monitor and mediate client communications to ensure satisfaction and issue resolution Identify upsell opportunities including refreshes, add-ons, and services Assist with client business reviews, satisfaction assessments, and identification of pain points Coordinate technical resources for product demonstrations and proof-of-concepts Aggregate system and performance data for client presentations and reporting Provide ad hoc reporting and support Optiv initiatives as required Ensure compliance with all company policies and standards

Requirements

Associate’s degree (A.A.) or equivalent experience preferred
2 years of Business-to-Business (B2B) sales and/or client services experience required
Prior experience managing renewal contracts preferred
Experience in the technology or IT industry preferred
Proven track record of meeting or exceeding sales quotas
Intermediate proficiency in Microsoft Outlook, Word, and Excel
Ability to prioritize and execute in a fast-paced, request-driven environment
Strong ability to work cross-functionally with sales, technical, and support teams
Demonstrated success building productive relationships with executives and key decision-makers
Experience researching, initiating, and cultivating business relationships
Ability to cold call and cold email to generate meetings and advance sales cycles
Strong understanding of IT infrastructure, cybersecurity solutions, and competitive landscapes
Familiarity with technology partners, distribution channels, and consulting services
Knowledge of financing solutions for multi-year hardware, software, and services deals
Proficiency with CRM platforms (Salesforce preferred)
Excellent presentation, verbal, written, and listening communication skills
Highly organized, detail-oriented, and capable of managing multiple priorities
Self-starter comfortable working independently in a remote or hybrid environment

Nice To Haves

Prior experience as an SDR, CSM, or AE valued but not required

Responsibilities

Own and coordinate all aspects of the sales cycle within assigned accounts
Build and execute account management plans to drive sales velocity
Expertly communicate the value proposition of Optiv’s cybersecurity technologies, services, and expertise
Build and maintain strong relationships with clients and key executive stakeholders
Maintain a 90% renewal retention rate and consistently achieve assigned sales goals and quotas
Act as a liaison between clients, vendors, technical teams, and internal stakeholders
Manage and support recurring renewal and maintenance contracts
Proactively generate renewal quotes, process orders, and assist with pricing strategies
Determine gross margin objectives and recommend optimal pricing approaches
Educate clients on contractual terms, renewal timelines, product updates, upcoming launches, and financing options
Assist in selling master renewal programs across the client base
Manage assets, contracts, RMAs, and renewal touchpoints throughout the contract lifecycle
Monitor and mediate client communications to ensure satisfaction and issue resolution
Identify upsell opportunities including refreshes, add-ons, and services
Assist with client business reviews, satisfaction assessments, and identification of pain points
Coordinate technical resources for product demonstrations and proof-of-concepts
Aggregate system and performance data for client presentations and reporting
Provide ad hoc reporting and support Optiv initiatives as required
Ensure compliance with all company policies and standards

Benefits

A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups
Work/life balance
Professional training resources
Creative problem-solving and the ability to tackle unique, complex projects
Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
The ability and technology necessary to productively work remotely/from home (where applicable)

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