Account Executive - Cybersecurity Sales

1 Year ago • 7 Years + • Cyber Security

Job Summary

Job Description

As an Account Executive, also known as a Client Director (CD), you will focus on selling Optiv's security services and technology solutions to a select group of strategic accounts within the Boston Metro Area. You will be responsible for managing all aspects of the sales cycle for your assigned accounts, leading a cross-functional team to develop and implement a multi-year strategic account management plan. This team will include a Client Solution Architect, Executive Advisory Director, and a Client Operations Specialist. The CD will lead this team, although members will be managed by their respective organizations. The role involves building strong client relationships, creating strategic account plans, developing a robust sales pipeline, managing forecasts, and effectively communicating Optiv's value proposition. You will also collaborate with technology partners and manage internal communications to ensure client satisfaction.
Must have:
  • 7+ years of experience in IT or Security sales
  • Proven ability to exceed quotas
  • Experience leading cross-functional teams
  • Strong business acumen and understanding of security risk
  • Excellent communication and negotiation skills
  • Knowledge of IT security and Risk & Compliance markets
Good to have:
  • Building strategic account management plans
  • Building relationships with key executives
  • Experience with MEDDICC and Command of the Message
Perks:
  • Diversity, Equality, and Inclusion initiatives
  • Work/life balance
  • Professional training resources
  • Creative problem-solving opportunities
  • Volunteer opportunities
  • Remote work capabilities

Job Details

As an Account Executive, a.k.a. Client Director (CD), you’ll focus on selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 10) within the Boston Metro Area. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts. Members of this cross-functional team will include a Client Solution Architect, Executive Advisory Director, and a Client Operations Specialist. For clarity, the CD will lead this team, although team members will be managed from a human relations perspective by managers within their respective organizations. As such, the CD is not considered to be a people management position but rather the leader of sales execution with support of your team.

How you'll make an impact

  • Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.

  • Lead your team to create a multi-year strategic account management plan based upon identified client business, technology and security goals, coupled with Optiv’s understanding of security trends, threats, and points of view for each assigned account.

  • Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $1.5M annually.

  • Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.

  • Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as MEDDICC and Command of the Message, among others.

  • Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.

  • Build strong, collaborative and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.

  • Initiate and/or monitor and mediate all necessary communications between clients, vendors and members of your team (technical, sales, client operations, etc.) within each account.

  • Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

What we're looking for

  • Experience in solution and services based sales through work in an Information Technology or Security environment typically gained over 7+ years.

  • Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.

  • Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.

  • 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.

  • Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.

  • Strong presentation, verbal and written communication skills.

  • Strong negotiation experience.

  • Experience in and knowledge of the IT security market, Risk & Compliance market, and competitors.

  • History of demonstrated achievement exceeding plan and expectations.

#LI-CH1

What you can expect from Optiv

  • 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)

EEO Statement

Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.

Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities.  For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.

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About The Company

We work alongside clients to manage cyber risk and equip them with perspectives and programs to accelerate business progress. Our real-world experience, deep vertical expertise and diverse teams enable us to face any challenge with confidence. We put you at the center of our unmatched ecosystem of people, products, partners and programs to design and implement agile solutions. Our adaptive approach continually assesses risk in the context of cyber and broader objectives to secure today's business and fortify it for the future.

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