Sr. Client Manager - Cybersecurity

20 Hours ago • 5-7 Years

Job Summary

Job Description

As a Senior Client Manager, you will be responsible for selling Optiv security services and technology solutions to strategic accounts in Saskatchewan and Manitoba. You will manage the entire sales cycle, build and execute multi-year strategic account plans, and focus on enhancing client satisfaction. This involves regular meetings to understand client goals, reviewing progress quarterly, and ensuring the team achieves or exceeds client expectations. The role requires building relationships, creating sales pipelines, managing forecasts, and effectively communicating Optiv's value proposition. This includes building strong collaborative relationships with technology partners as well, and internal communications with the Optiv team.
Must have:
  • Experience in product or services based sales in a technology company
  • Ability to build and execute prospecting and expansion plans
  • Experience engaging cross-functional resources effectively
  • Demonstrated ability to build productive business relationships
  • Effective presentation, verbal and written communication skills
  • Negotiation experience.
  • History of demonstrated achievement exceeding plan and expectations.
  • Must be currently living in either Saskatchewan or Manitoba.

Job Details

As a Senior Client Manager (Sr. CM) you'll be responsible for selling Optiv security services and security technology solutions to strategic accounts within Saskatchewan and Manitoba. 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. 

You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with clients regularly 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 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

  • Build trusted, effective and productive relationships with existing and potential clients 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, 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 technology company.

  • 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.

  • Must be currently living in either Saskatchewan or Manitoba.

#LI-CH1

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 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 respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities.  For additional details on how Optiv 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.

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About The Company

Optiv is the cyber advisory and solutions leader, delivering strategic and technical expertise to nearly 6,000 companies across every major industry. We partner with organizations to advise, deploy and operate cybersecurity programs from strategy and managed security services to risk, integration and technology solutions. With clients at the center of our unmatched ecosystem of people, products, partners and programs, we accelerate business progress like no other company can.


We manage cyber risk so you can secure your full potential.

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