Account Manager - Enterprise | Remote, Dallas or Houston
Optiv, Houston, Texas, United States, 77246
Overview
This position can be located in either Dallas or Houston. As an Account Manager (CM), you will sell Optiv security services and security technology solutions to a select group of strategic accounts (typically fewer than 20) within a geographic territory (Dallas or Houston). You will own and coordinate all aspects of the sales cycle within your assigned accounts and lead a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Cross-functional team members typically include a Solutions Architect, Client Operations Specialist, 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 responsibility. You will identify and understand your client’s core security concerns and how they correlate to Optiv solutions that mitigate cybersecurity risks. Based on this understanding, you will bring together appropriate Optiv technical services and leadership personnel to collaborate with client leadership to refine and/or build a security strategy and subsequently develop and propose solutions to address client security needs. This may include 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. The overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You will engage clients with a heightened focus on ongoing client satisfaction. This includes 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 will 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. What You’ll Do
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 on identified client business, technology and security goals, plus Optiv’s understanding of security trends and points of view for each account. Build a large sales pipeline, ideally 4x 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 in alignment with Force Management principles including MEDDICC and Command of the Message, among others. Effectively communicate Optiv’s value proposition related to security services and technologies expertise and capabilities. Build strong, collaborative relationships with technology partners and their sales personnel to gain and share leads in support of qualified pipeline growth and maximizing mutually beneficial sales opportunities. Initiate and/or monitor and mediate all necessary communications between clients, technology partners and Optiv team members (technical, sales, client operations, etc.) within each assigned account. Maintain collaborative and effective internal communications with Optiv team members regarding opportunities, requirements and client satisfaction. What We’re Looking For
Experience in product or services-based sales typically gained over 2-3 years, ideally in a technology company. Experience in building and selling complex, multi-year hardware, software, services and financing solutions to Fortune 1000 clients. Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding quotas. Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel effectively. Demonstrated ability to build productive business relationships with key executives within assigned accounts. History of achievement exceeding plan and expectations. Strong business acumen and ability to correlate business goals with cyber security risk to develop complex security technology and services solutions. Preferred experience: IT Infrastructure market knowledge, IT security market knowledge, Risk & Compliance market knowledge, and experience selling management consulting services. What You Can Expect From Optiv
A company committed to championing Diversity, Equality, and Inclusion through Employee Resource Groups. Work/life balance Professional training resources Creative problem-solving and the ability to tackle unique, complex projects Volunteer opportunities through “Optiv Chips In” to engage with teams and communities. Ability to work remotely/from home where applicable. EEO Statement
Optiv is an equal opportunity employer. All qualified applicants 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, disability, military or veteran status, or any other basis protected by law. Optiv respects your privacy. By applying, you acknowledge that Optiv will collect and process information in connection with selection and recruitment activities. For details see the Applicant Privacy Notice.
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This position can be located in either Dallas or Houston. As an Account Manager (CM), you will sell Optiv security services and security technology solutions to a select group of strategic accounts (typically fewer than 20) within a geographic territory (Dallas or Houston). You will own and coordinate all aspects of the sales cycle within your assigned accounts and lead a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Cross-functional team members typically include a Solutions Architect, Client Operations Specialist, 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 responsibility. You will identify and understand your client’s core security concerns and how they correlate to Optiv solutions that mitigate cybersecurity risks. Based on this understanding, you will bring together appropriate Optiv technical services and leadership personnel to collaborate with client leadership to refine and/or build a security strategy and subsequently develop and propose solutions to address client security needs. This may include 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. The overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You will engage clients with a heightened focus on ongoing client satisfaction. This includes 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 will 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. What You’ll Do
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 on identified client business, technology and security goals, plus Optiv’s understanding of security trends and points of view for each account. Build a large sales pipeline, ideally 4x 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 in alignment with Force Management principles including MEDDICC and Command of the Message, among others. Effectively communicate Optiv’s value proposition related to security services and technologies expertise and capabilities. Build strong, collaborative relationships with technology partners and their sales personnel to gain and share leads in support of qualified pipeline growth and maximizing mutually beneficial sales opportunities. Initiate and/or monitor and mediate all necessary communications between clients, technology partners and Optiv team members (technical, sales, client operations, etc.) within each assigned account. Maintain collaborative and effective internal communications with Optiv team members regarding opportunities, requirements and client satisfaction. What We’re Looking For
Experience in product or services-based sales typically gained over 2-3 years, ideally in a technology company. Experience in building and selling complex, multi-year hardware, software, services and financing solutions to Fortune 1000 clients. Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding quotas. Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel effectively. Demonstrated ability to build productive business relationships with key executives within assigned accounts. History of achievement exceeding plan and expectations. Strong business acumen and ability to correlate business goals with cyber security risk to develop complex security technology and services solutions. Preferred experience: IT Infrastructure market knowledge, IT security market knowledge, Risk & Compliance market knowledge, and experience selling management consulting services. What You Can Expect From Optiv
A company committed to championing Diversity, Equality, and Inclusion through Employee Resource Groups. Work/life balance Professional training resources Creative problem-solving and the ability to tackle unique, complex projects Volunteer opportunities through “Optiv Chips In” to engage with teams and communities. Ability to work remotely/from home where applicable. EEO Statement
Optiv is an equal opportunity employer. All qualified applicants 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, disability, military or veteran status, or any other basis protected by law. Optiv respects your privacy. By applying, you acknowledge that Optiv will collect and process information in connection with selection and recruitment activities. For details see the Applicant Privacy Notice.
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