Federal Client Director

2 Months ago • 7-10 Years

Job Summary

Job Description

As a Client Director (CD), you will focus on selling security services and technology solutions to the US Combatant Command customer base. You will be responsible for managing the sales cycle within assigned accounts and leading a cross-functional team. This involves creating and executing a multi-year strategic account management plan, understanding client objectives, and developing solutions. The goal is to establish a trusted relationship and make Optiv + ClearShark the primary security solution partner. The role also includes a focus on client satisfaction by understanding their goals and reviewing progress quarterly. This role involves leading a team, building a sales pipeline, and effectively communicating Optiv’s value proposition.
Must have:
  • Active TS/SCI security clearance.
  • Experience in solution and services-based sales.
  • Experience working with the US Combatant Command customer base.
  • Ability to build and execute account management plans.
  • Ability to lead cross-functional teams.
  • Strong business acumen and ability to correlate business goals with business and cyber security risk.
  • Demonstrated ability to build business relationships.
  • Strong presentation, verbal and written communication skills.
  • Strong negotiation experience.
  • Experience in and knowledge of the IT security market and competitors.
  • Experience in and knowledge of the Risk & Compliance market and competitors.
  • History of demonstrated achievement exceeding plan and expectations.
Good to have:
  • Experience in building and selling complex hardware, software, services and financing solutions.
  • Experience in and knowledge of the IT Infrastructure market and competitors.
  • Experience selling management consulting services.
Perks:
  • Work/life balance
  • Professional training resources
  • Creative problem-solving and complex projects
  • Volunteer Opportunities
  • The ability and technology necessary to work remotely.

Job Details

As a Client Director (CD) you’ll focus on selling Optiv + ClearShark' s security services and security technology solutions to the US Combatant Command customer base. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts.  Members of this cross-functional team will include a Client Solution Architect, Executive Advisory Director, Client Operations Specialist, and one or more Client Associates.  For clarity, the CD will lead this team, although team members will be managed from a Human Relations perspective by managers within their respective organizations.  As such, the CD is not considered to be a people management position but rather the leader of sales execution with support of your team.

Development of a multi-year strategic account management plan is a core and critical responsibility for the CD.  You’ll lead your team to identify and understand your client’s core business objectives and how they correlate to mitigating business and cyber security risk.  Based upon this understanding of the client, you’ll lead your team to collaborate with client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs over a multi-year period.  Ideally this will take the form of very 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 + ClearShark being their primary security solution partner and provider.

You’ll also lead your team with a heightened focus on ever-enhancing client satisfaction.  This will include meeting with clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv + ClearShark in support of attaining those goals.  You’ll review these goals, expectations and progress with your clients quarterly, engaging Optiv executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals.

How you'll make an impact

  • Focused on both growth and retention of established business with the US Combatant Command customer base.
  • Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.
  • Lead your team to create a multi-year strategic account management plan based upon identified client business, technology and security goals, coupled with Optiv + ClearShark's understanding of security trends, threats, and points of view for each assigned account.
  • Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $2M annually.
  • Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.
  • Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as 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, vendors and members of your team (technical, sales, client operations, etc.) within each 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

  • Active TS/SCI security clearance.
  • Experience in solution and services-based sales through work in an Information Technology or Security environment typically gained over 7-10 years.
  • Current and prior experience working with the US Combatant Command customer and partner ecosystem.
  • Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.
  • Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.
  • 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.
  • Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.
  • Strong presentation, verbal and written communication skills.
  • Strong negotiation experience.
  • Experience in and knowledge of the IT security market and competitors.
  • Experience in and knowledge of the Risk & Compliance market and competitors.
  • History of demonstrated achievement exceeding plan and expectations.

Desired Qualifications

  • 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-BC1

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)

EEO Statement

Optiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.  

Optiv + ClearShark respects your privacy. By providing your information through this page or applying for a job at Optiv + ClearShark, you acknowledge that Optiv + ClearShark will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv + ClearShark’s selection and recruitment activities.  For additional details on how Optiv + ClearShark uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.

Similar Jobs

Addepar - Sr. Backend Software Engineer

Addepar

Edinburgh, Scotland, United Kingdom (On-Site)
2 Months ago
Roblox - Senior Manager, Executive Communications

Roblox

San Mateo, California, United States (Hybrid)
2 Weeks ago
Doola - AI Engineering Manager

Doola

Bengaluru, Karnataka, India (Remote)
4 Weeks ago
zeta - Senior Software Development Engineer

zeta

Bengaluru, Karnataka, India (On-Site)
4 Weeks ago
bytedance - Senior Solutions Manager - Legal System

bytedance

San Jose, California, United States (On-Site)
3 Months ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

Coherent corp. - Lead Mechanical Design Engineer

Coherent corp.

Fremont, California, United States (On-Site)
2 Months ago
Sourcegraph  Inc  - Customer Success Manager, Enterprise - EMEA

Sourcegraph Inc

London, England, United Kingdom (On-Site)
4 Days ago
Scale AI - Head of Brand Design

Scale AI

San Francisco, California, United States (On-Site)
1 Week ago
Palo Alto Networks - Sr Principal FinOps/DevOps Engineer (Cortex)

Palo Alto Networks

Santa Clara, California, United States (On-Site)
1 Month ago
Dynamis Inc - Lead Test/Safety Observer

Dynamis Inc

Huntsville, Alabama, United States (On-Site)
1 Week ago
UXBERT Labs - Senior Data Analyst

UXBERT Labs

Riyadh, Riyadh Province, Saudi Arabia (Hybrid)
6 Months ago
Qualcomm - Staff Engineer - Developer Advocate

Qualcomm

Bengaluru, Karnataka, India (On-Site)
1 Month ago
Alten Technology - Communication & Change Manager

Alten Technology

Greensboro, North Carolina, United States (On-Site)
1 Week ago
bytedance - Senior Solutions Manager - Legal System

bytedance

San Jose, California, United States (On-Site)
4 Months ago
Haleon - Expert Education Specialist

Haleon

Warsaw, Masovian Voivodeship, Poland (Hybrid)
1 Year ago

Get notifed when new similar jobs are uploaded

Jobs in Tampa, Florida, United States

Snap Mobile INC - Account Executive

Snap Mobile INC

St. Cloud, Minnesota, United States (On-Site)
2 Months ago
Google - Software Engineer III, Site Reliability Engineering, Google Cloud

Google

Seattle, Washington, United States (On-Site)
6 Months ago
Apple - Senior Applied Acoustic ML Engineer

Apple

Cupertino, California, United States (On-Site)
2 Months ago
Rippling - Customer Support Specialist, Payroll

Rippling

United States (Remote)
7 Months ago
HCL Tech - Solution Architect

HCL Tech

New Jersey, United States (On-Site)
2 Months ago
Scientific Games - Field Service Technician I

Scientific Games

Arizona, United States (On-Site)
3 Months ago
Zinnia - Senior Director, Client Partner

Zinnia

Greenwich, Connecticut, United States (Hybrid)
2 Months ago
Axon - Order Management Analyst

Axon

Sterling, Virginia, United States (On-Site)
1 Month ago
Illumina - Associate Director, Medical Affairs

Illumina

United States (Remote)
4 Weeks ago
WebTech Corporation - Director of Quality

WebTech Corporation

Duncan, South Carolina, United States (On-Site)
1 Week ago

Get notifed when new similar jobs are uploaded

Similar Category Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

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.

Bengaluru, Karnataka, India (On-Site)

Kansas City, Missouri, United States (Hybrid)

Cincinnati, Ohio, United States (Hybrid)

New York, United States (On-Site)

United States (Remote)

United States (Remote)

Bengaluru, Karnataka, India (On-Site)

Fort Worth, Texas, United States (Remote)

Charlotte, North Carolina, United States (Remote)

Bengaluru, Karnataka, India (Remote)

View All Jobs

Get notified when new jobs are added by Optiv

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug