Account Manager - Cybersecurity Sales at Optiv

Columbus, Ohio, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Experience in product or services based sales typically gained over 5-7 years in a technology company, ideally cybersecurity
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

Responsibilities

Sell Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20) within the South Ohio Valley Region
Own and coordinate all aspects of the sales cycle within assigned accounts
Lead a cross-functional team to build and execute a multi-year strategic account management plan for top accounts
Engage clients with a heightened focus on ever-enhancing client satisfaction, including meeting with top clients early in the year to understand and document their business, technology, and security goals, as well as client expectations of Optiv
Review goals, expectations, and progress with top clients quarterly, engaging Optiv leadership and resources as necessary to achieve or exceed client-defined goals
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 cybersecurity goals, coupled with Optiv’s understanding of security trends, threats, and points of view
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

Skills

Key technologies and capabilities for this role

Account ManagementCybersecurity SalesStrategic Account PlanningSales Pipeline ManagementMEDDICCCommand of the MessageForce ManagementClient Relationship ManagementForecastingCross-functional Leadership

Questions & Answers

Common questions about this position

What experience is required for the Account Manager role?

The role requires 5-7 years of experience in product or services-based sales, ideally in a technology company and preferably cybersecurity, along with proven ability to build and execute territory and account prospecting and expansion.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this a remote position or what is the location requirement?

This information is not specified in the job description.

What does the team structure look like for this role?

You will lead a cross-functional team that typically includes a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate for your accounts.

What makes a strong candidate for this Account Manager position?

Strong candidates have 5-7 years of sales experience in technology or cybersecurity, proven prospecting skills, and the ability to build trusted client relationships while leading cross-functional teams and executing sales methodologies like MEDDICC.

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