Sr. Account Manager - Cybersecurity | New England

Optiv • Boston, MA

8d

About The Position

The Sr. Account Manager, also called a Sr. Client Manager at Optiv, sells Optiv security services and security technology solutions to a select group of strategic accounts in the New England 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 may include a Solutions Architect, Client Operations Specialist, and services-practice personnel.

The position focuses on building client satisfaction and trusted executive relationships. The Sr. Account Manager meets with top clients early in the year to understand and document their business, technology, and security goals and their expectations of Optiv, then reviews progress with them quarterly. The role engages Optiv leadership and resources as needed to help achieve or exceed client-defined goals.

Requirements

• Typically 5–7 years of product- or services-based sales experience at a technology company.
• Proven ability to develop and execute territory and account prospecting and expansion plans, with a record of exceeding assigned quotas.
• Experience engaging cross-functional resources, such as sales, pre-sales technical support, and other support personnel.
• 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 exceeding plans and expectations.

Nice To Haves

• Experience in cybersecurity is ideal.

Responsibilities

• Build trusted, effective, and productive relationships with client executives in assigned accounts.
• Lead development of multi-year strategic account management plans based on client business, technology, and cybersecurity goals, as well as relevant security trends, threats, and Optiv perspectives.
• Build a large 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 sales using disciplined methods, 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 generate leads, build qualified pipeline, and maximize sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and Optiv’s extended teams, including technical, sales, and client operations personnel.
• Maintain effective internal communications with Optiv team members about opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to document their business, technology, and security goals and expectations of Optiv.
• Review goals, expectations, and progress with top clients quarterly and engage Optiv leadership and resources as needed.

Benefits

• Work/life balance
• Professional training resources
• Volunteer opportunities through Optiv Chips In
• Technology and tools to work productively remotely or from home, where applicable
• Employee Resource Groups

What This Job Offers

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