Sr. Account Manager - Cybersecurity

Optiv • Cincinnati, OH

2d • Remote

About The Position

This position is field-based and the ideal candidate will be located in the Greater Cincinnati Area. As a Sr. Account Manager (or Sr. Client Manager (SCM) as we call it), you'll be responsible for selling Optiv security services and security technology solutions to new and prospective accounts in Ohio. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts. The ideal candidate will be working remotely from anywhere in the Atlantic region. Development of a multi-year strategic account management plan for your top accounts is a core responsibility for the SCM. You'll identify and understand your client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks. Based upon this understanding of the client, you'll bring together appropriate Optiv technical, services and leadership personnel to collaborate with your top account client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. In many cases this will take the form of security technology and services solutions, and as appropriate for the client, large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with your top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of attaining those goals. You'll review these goals, expectations and progress with your top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals.

Requirements

• Experience in product or services based sales typically gained over 5-7 years, ideally in a technology company.
• 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 such as sales, pre-sales technical support, and other support personnel in an effective fashion.
• 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 demonstrated achievement exceeding plan and expectations.
• Strong business acumen and ability to correlate business goals with business and cyber security risk in support of developing complex security technology and services solutions.
• Experience in building and selling complex and multi-year hardware, software, services and financing solutions.
• Experience in and knowledge of the IT Infrastructure, IT Security, and Risk and Compliance markets and competitors.
• Experience selling management consulting services.

Responsibilities

• Selling Optiv security services and security technology solutions to new and prospective accounts in Ohio.
• Owning and coordinating all aspects of the sales cycle within assigned accounts.
• Leading a cross-functional team to build and execute a multi-year strategic account management plan for top accounts.
• Identifying and understanding client's core security concerns and how they correlate to Optiv solutions.
• Bringing together appropriate Optiv technical, services and leadership personnel to collaborate with client leadership to refine and/or build a security strategy.
• Developing and proposing solutions to address client security needs.
• Establishing a trusted relationship with the client that results in Optiv being their primary security solution partner and provider.
• Engaging clients with a heightened focus on ever-enhancing client satisfaction.
• Meeting with top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv.
• Reviewing goals, expectations and progress with top clients quarterly, engaging Optiv leadership and resources as necessary.
• Building trusted, effective and productive relationships with client executives within assigned accounts.
• Leading creation of multi-year strategic account management plans for top accounts.
• Building a large sales pipeline, ideally 3 times assigned targets, within assigned accounts.
• Achieving/exceeding assigned gross margin target.
• Managing current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.
• Executing with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message.
• Effectively communicating Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.
• Building strong, collaborative and productive relationships with technology partners and their respective sales personnel.
• Initiating and/or monitoring and mediating all necessary communications between clients, technology partners and members of the extended Optiv team.
• Maintaining collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

Benefits

• Comprehensive compensation and benefits package
• Uncapped bonus plan
• Professional training resources
• 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)

What This Job Offers

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