Account Manager

This position will require the employee to reside in Northern California.

As an Optiv SLED (State, Local, and Education) Account Executive / Client Manager you will be responsible for selling cybersecurity technology and services to Enterprise level public sector organizations within the State of California (NorCal). These organizations include State Departments, R1 Universities, and large Cities/Counties.

You will also be responsible for owning and coordinating the sales cycle within your assigned territory and leading a cross-functional team to build and execute a multi-year strategic account management plan. Your efforts are supported by Optiv’s SLED strategy organization, providing contracts, tooling, marketing, and enablement.

Partnering with your assigned Solutions Engineer, you will engage your public sector clients with a focus on aligning Optiv’s industry-leading catalog of products and services with the objectives and direction of each client’s organization. The goal is to build trust and expand the depth and breadth of each relationship.

How you'll make an impact

• Build trusted, effective and productive relationships with key leaders within your assigned State, Local, & Education (SLED) territory.
• Build strong, collaborative and productive relationships with technology partners to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.
• Lead creation of multi-year strategic account plans 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 strong pipeline, targeting 4 times assigned targets and achieve/exceed assigned gross margin target.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity.
• Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.
• Work with multiple internal departments (SLED Strategy, Legal, Operations, etc.) to move deals forward.

What we're looking for

• Strong experience in selling to public sector clients.
• Experience and understanding of working within the channel model, partnering with channel partners to produce and execute opportunities typically gained over 2-3 years, ideally in a technology company.
• Understanding of cooperative and local contract vehicles and State & Local procurement processes.
• Experience in building and selling complex and multi-year hardware, software, and/or services solutions to public sector clients.
• Proven ability to build and execute territory and 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 territory.
• Effective presentation, verbal, and written communication skills.
• Negotiation experience.
• History of demonstrated achievement exceeding plan and expectations.

Preferred experience

• 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 and knowledge of the IT Infrastructure market and competitors.
• Experience in and knowledge of the IT security market and competitors.
• Experience in and knowledge of the Risk & Compliance market and competitors.
• Experience selling management consulting services.
• #LI-Remote
• #LI-KP1

Total Target Compensation

$140,000 – $250,000+ Annually

The Estimated Total Target Compensation for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.

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)