Sr. Account Manager - Cybersecurity | New England

Optiv • Boston, MA

6d

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 New England. The role owns and coordinates all aspects of the sales cycle for assigned accounts and leads a cross-functional team—including a Solutions Architect, Client Operations Specialist, and relevant services personnel—to develop and execute multi-year strategic account management plans.

The position focuses on strengthening client satisfaction by understanding and documenting clients’ business, technology, and security goals and their expectations of Optiv. The account manager reviews goals, expectations, and progress with top clients quarterly, engaging Optiv leadership and other resources as needed to help achieve or exceed client-defined goals.

Requirements

• Typically 5–7 years of experience in product- or services-based sales at a technology company; cybersecurity experience is ideal.
• Proven ability to build and execute territory and account prospecting and expansion plans, with a track record of exceeding 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 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 the creation of multi-year strategic account management plans based on clients’ business, technology, and cybersecurity goals and Optiv’s understanding of relevant security trends and threats.
• 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 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 share and gain leads, build qualified pipeline, and maximize sales opportunities.
• Initiate, monitor, and mediate communications among clients, technology partners, and Optiv’s extended teams within assigned accounts.
• Maintain effective internal communications with Optiv team members about opportunities, requirements, and client satisfaction.
• Meet with top clients early in the year to understand and document their goals and expectations, then review progress with them quarterly.

Benefits

• Inclusive 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 resources to work productively remotely/from home where applicable

What This Job Offers

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