Job Description
As a Client Manager (CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20) within a geographic territory. 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 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 for the CM. You'll identify and understand your client's core security concerns 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.
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.
PRIMARY RESPONSIBILITIES
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.
REQUIRED QUALIFICATIONS
Experience in product or services based sales typically gained over 2-3 years, ideally 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.
DESIRED QUALIFICATIONS
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 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 in and knowledge of the IT security market and competitors.
Experience in and knowledge of the Risk & Compliance market and competitors.
Experience selling management consulting services.
What you can expect from Optiv
A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups (http://www.optiv.com/company/about-us#dei-group) .
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.
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