Acquisition Account Manager - Cybersecurity Sales

As an Acquisition Account Manager, a.k.a. Acquisition Client Manager (ACM) you'll be responsible for new business sales for Optiv security services and security technology solutions to new Enterprise accounts in Central Florida. You'll 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.

Driving new business sales revenue and increasing market share for your defined set of accounts is a core responsibility for the ACM. You'll develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets. You’re responsible for building relationships with prospects and understanding their security needs and how they correlate to Optiv solutions that mitigate these cybersecurity risks. Based upon this understanding of the client, you'll bring together appropriate Optiv technical, services and leadership personnel to collaborate with your top account client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. In many cases this will take the form of security technology and services solutions, and as appropriate for the client, large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. 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 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 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 5-7 years in a cyber or SaaS technology company
• Experience working with partners on net new lead generation
• Experience developing relationships with new customers and serving as a consultant
• 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
• Experience building a book of business and territory execution plans
• 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 building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients
• Experience selling management consulting services