Account Manager - SLED | North Virginia or Washington DC

17 Minutes ago • 4 Years +

Job Summary

Job Description

As a SLED Account Manager at Optiv, you will be responsible for selling cybersecurity services and technology solutions to state, local, and education clients in the Washington Metro or Northern Virginia area. You will manage the entire sales cycle, lead a cross-functional team, and develop multi-year strategic account plans. A key focus is on enhancing client satisfaction by understanding and documenting their business, technology, and security goals, and ensuring Optiv meets or exceeds these objectives.
Must have:
  • Reside in the North Virginia or Washington DC area.
  • Sell Optiv security services and technology solutions to SLED clients.
  • Own and coordinate all aspects of the sales cycle.
  • Lead a cross-functional team to build and execute multi-year strategic account management plans.
  • Build trusted, effective, and productive relationships with client executives.
  • Build a large sales pipeline (4 times assigned targets) and achieve/exceed gross margin target.
  • Manage current and multi-quarter forecasts with high accuracy.
  • Execute with discipline in alignment with Force Management principles (MEDDICC, Command of the Message).
  • Effectively communicate Optiv’s value proposition for security services and technologies.
  • Build strong, collaborative, and productive relationships with technology partners.
  • Initiate and/or monitor and mediate all necessary communications.
  • Maintain collaborative and effective internal communications with Optiv team members.
  • 4+ years experience in product or services-based sales, ideally in technology.
  • 4+ years experience selling to state, local, and education clients, Federal government, or public sector.
  • Proven ability to build and execute territory and account prospecting and expansion plans.
  • Experience engaging cross-functional resources effectively.
  • Demonstrated ability to build productive business relationships with key executives and sponsors.
  • History of demonstrated achievement exceeding plan and expectations.
Perks:
  • 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)

Job Details

This position requires employee to reside in the North Virginia or Washington DC area

As a SLED Account Manager (or Client Manager (CM) as we call it), you'll be responsible for selling Optiv security services and security technology solutions to state, local, and education clients in the Washington Metro or Northern Virginia area. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your SLED 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 of Optiv in support of attaining those goals. You'll review these goals, expectations and progress with your top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv 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 SLED 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 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

  • Experience in product or services-based sales typically gained over 4+ years, ideally in a technology company.
  • 4+ years experience in selling to state, local, and education clients, the Federal government or public sector clients.
  • Reside in Washington Metro or Northern Virginia area.
  • 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.

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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)

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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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