Account Executive
MentoSalary not specified
Full Time
Junior (1 to 2 years)
Not SpecifiedCompensation
Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
CybersecurityIndustries
Requirements
- Reside in the San Francisco Bay Area
- Experience in solution and services sales (inferred from incomplete "Experience in solution and services ba")
Responsibilities
- Sell Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20) within a geographic territory
- Own and coordinate all aspects of the sales cycle within assigned accounts
- Lead a cross-functional team (including Solutions Architect, Client Operations Specialist, Executive Advisory Director, and services practices personnel) to build and execute multi-year strategic account management plans for top accounts
- Identify and understand client's core business objectives and how they correlate to mitigating business and cybersecurity risk
- Bring together appropriate Optiv technical, Executive Advisory, and leadership personnel to collaborate with client leadership to refine/build security strategy and propose multi-year solutions (including security management consulting, hardware/software technologies, advisory, implementation, support services, and managed security services)
- Establish trusted relationships with clients to position Optiv as their primary security solution partner and provider
- Engage clients to enhance satisfaction, including early-year meetings to document business/technology/security goals and expectations, and quarterly reviews with Optiv executives/resources as needed
- Build trusted, effective, and productive relationships with client executives at multiple levels
- Build a large sales pipeline (ideally 4x assigned targets) and achieve/exceed gross margin target in excess of $2M annually
- Manage current and multi-quarter forecasts with high accuracy, currency, and integrity
- Execute with discipline using Force Management principles (e.g., MEDDICC, Command of the Message)
- Effectively communicate Optiv’s value proposition related to security services and technologies expertise
- Build strong, collaborative relationships with technology partners to gain/share leads and maximize sales opportunities
- Initiate/monitor/mediate communications between clients, technology partners, and Optiv team members
- Maintain collaborative internal communications with Optiv team members on opportunities, requirements, and client satisfaction
Skills
Cybersecurity Sales
Account Management
Strategic Account Planning
Solutions Selling
Client Relationship Management
Security Consulting
Managed Security Services
Sales Cycle Management
Cross-Functional Team Leadership
Optiv
Cybersecurity advisory and solutions provider
About Optiv
Optiv helps businesses manage and reduce cyber risks by providing advisory services and solutions tailored to their specific needs. Their services cover the entire cybersecurity lifecycle, including strategy development, technology validation, and implementation of security measures. They serve nearly 6,000 clients across various industries, such as retail, manufacturing, and healthcare, ensuring that sensitive information is protected and digital systems remain secure. Unlike many competitors, Optiv focuses on customized solutions and ongoing support, adapting to the evolving cybersecurity landscape. Their goal is to empower organizations to secure their operations effectively and prepare for future challenges in technology, such as AI and IoT.
Denver, ColoradoHeadquarters
2015Year Founded
$12MTotal Funding
ACQUISITIONCompany Stage
Cybersecurity, AI & Machine LearningIndustries
1,001-5,000Employees