Account Manager -Cybersecurity - Wisconsin

As a Senior Account Manager at Optiv, you will be responsible for selling cybersecurity services and technology solutions to strategic accounts in Wisconsin. This role involves owning the sales cycle, leading a cross-functional team to develop multi-year strategic account management plans, and building trusted relationships with client executives. A core responsibility is understanding client business objectives and correlating them to mitigating cybersecurity risks, aiming to establish Optiv as their primary security solution partner.

Must Have

• Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts
• Lead creation of multi-year strategic account management plans for top accounts
• Build a large sales pipeline (ideally 4 times assigned targets) and achieve/exceed gross margin target in excess of $2M annually
• 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
• 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
• Initiate and / or monitor and mediate all necessary communications between clients, technology partners and members of the extended Optiv team
• Maintain collaborative and effective internal communications with Optiv team members
• Minimum 5 years of experience as an individual contributor, selling Cybersecurity Solutions and Services in Wisconsin
• Strong, established relationships with Key Accounts and OEM partners in local territory
• 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
• 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

Good to Have

• Experience in building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients
• Experience in and knowledge of the IT Infrastructure market and competitors
• Experience selling management consulting services

Perks & Benefits

• 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)

This position will require the employee to reside in WI

As a Senior Account Manager aka. Senior Client Manager (Sr. CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts within Wisconsin. 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 an Executive Advisory Director and services practices personnel as appropriate for your accounts.

Development of a multi-year strategic account management plan for your top accounts is a core and critical responsibility for the Sr. CM. You'll identify and understand your client's core business objectives and how they correlate to mitigating business and cybersecurity risk. An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider.

How you'll make an impact

• Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.
• Lead creation of multi-year strategic account management plans for top accounts, 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 4 times assigned targets, within assigned accounts and achieve/exceed gross margin target in excess of $2M annually.
• 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 Optiv team (technical , sales, client operations, etc.) within each assigned 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

• Minimum 5 years of experience as an individual contributor, selling Cybersecurity Solutions and Services in Wisconsin.
• Strong, established relationships with Key Accounts and OEM partners in local territory.
• 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.

Preferred skills

• Experience in building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients.
• Experience in and knowledge of the IT Infrastructure market and competitors.
• Experience selling management consulting services.
• #LI-Remote
• #LI-KP1

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)