Account Manager - Cybersecurity Sales - Great Lakes

As an Account Manager, a.k.a. Client Manager (CM) you'll be responsible for selling security services and security technology solutions to a select few strategic accounts (typically less than 20) in the Great Lakes Region. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts.

You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with your top clients early in the year to understand and document their business, technology and security goals, as well as client expectations in support of attaining those goals. You'll review these goals, expectations and progress with your top clients quarterly, engaging leadership and resources as necessary to ensure you are on track to achieve or exceed these client-defined goals.

How you'll make an impact

• Build trusted, effective and productive relationships with client executives within assigned accounts.
• Lead creation of multi-year strategic account management plans, for top accounts, based upon identified client business, technology and cybersecurity goals, coupled with Optiv's understanding of security trends, threats and points of view for each assigned account.
• Build a large sales pipeline, ideally 4 times assigned targets, within assigned accounts and achieve/exceed assigned gross margin target.
• Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.
• Execute with discipline and in alignment with Force Management principles including 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, technology partners and members of the extended team (technical, sales, client operations, etc.) within each assigned account.
• Maintain collaborative and effective internal communications with team members relative to specific opportunities, associated requirements and client satisfaction.

What we're looking for

• Experience in product or services based sales typically gained over 5-7 years in a technology company, ideally cybersecurity.
• Proven ability to build and execute territory and account 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 accounts.
• Effective presentation, verbal and written communication skills.
• Negotiation experience.
• History of demonstrated achievement exceeding plan and expectations.