Sr. Account Manager - Cybersecurity | New England

Optiv • Boston, MA

10d

About The Position

The Sr. Account Manager, also called a Sr. Client Manager, 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 creating and executing multi-year strategic account management plans. Team members typically include a Solutions Architect, Client Operations Specialist, and services-practice personnel as appropriate.

The position focuses on enhancing client satisfaction. The Sr. Account Manager meets with top clients early in the year to understand and document their business, technology, and security goals, along with their expectations of Optiv. The role reviews goals, expectations, and progress with top clients quarterly and 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 in a technology company; cybersecurity experience is ideal.
• 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, such as sales, pre-sales 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.
• History of achievement exceeding plan and expectations.

Nice To Haves

• Experience in cybersecurity sales.

Responsibilities

• Build trusted, effective, and productive relationships with client executives in assigned accounts.
• Lead creation of multi-year strategic account management plans for top accounts, based on client business, technology, and cybersecurity goals and Optiv’s understanding of security trends, threats, and perspectives.
• Build a 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 activities with discipline and 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 exchange leads, build qualified pipeline, and maximize mutually beneficial sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and members of the extended Optiv team within each assigned account.
• 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 their expectations of Optiv.
• Review client goals, expectations, and progress quarterly, engaging Optiv leadership and resources as necessary.

Benefits

• Inclusive company culture supported by Employee Resource Groups.
• Work/life balance.
• Professional training resources.
• Creative problem-solving and the opportunity to tackle unique, complex projects.
• Volunteer opportunities through Optiv Chips In.
• Technology and tools necessary to work productively remotely or from home, where applicable.

What This Job Offers

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