Account Manager- Cybersecurity Sales- Kansas City at Optiv

Kansas City, Missouri, 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 2-3 years, ideally in a technology company
Proven ability to build and execute territory and account prospecting

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
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 to build and execute a multi-year strategic account management plan for top accounts
Identify and understand client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks
Bring together appropriate Optiv technical, services and leadership personnel to collaborate with top account client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs
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 ensure achievement or exceedance of client-defined goals

Skills

Key technologies and capabilities for this role

Cybersecurity SalesAccount ManagementStrategic Account PlanningSales Cycle ManagementCross-functional Team LeadershipSecurity SolutionsManaged Security ServicesClient Relationship Management

Questions & Answers

Common questions about this position

What is the salary or compensation for this Account Manager role?

This information is not specified in the job description.

Is this Account Manager position remote or based in a specific location?

The role is based in Kansas City within a geographic territory, but specific details on remote work are not provided.

What key skills are required for the Client Manager position?

Key responsibilities include building trusted client relationships, leading cross-functional teams, developing multi-year strategic account plans, building sales pipelines, and managing forecasts using Force Management principles like MEDDICC.

What is the team structure like for this role?

The role involves leading a cross-functional team that typically includes a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate for the accounts.

What makes a strong candidate for this Account Manager position?

Strong candidates excel at building trusted executive relationships, developing strategic account plans based on client security goals, building large sales pipelines (ideally 4x targets), accurate forecasting, and executing sales processes 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

Risks

Rising competition from AI-driven cybersecurity firms like Secuvy.

Complexity in managing numerous cybersecurity tools may hinder effectiveness.

Meeting Zero Trust compliance deadlines requires significant investments.

Differentiation

Optiv offers comprehensive cybersecurity solutions tailored to diverse industry needs.

The company excels in Zero Trust architecture implementation for federal agencies.

Optiv's Future Point initiative explores AI, quantum computing, and IoT impacts.

Upsides

Optiv's AI Security Services enhance innovation and efficiency for clients.

Recognition as a leader in IDC MarketScape boosts Optiv's consulting credibility.

Increased cybersecurity budgets reflect growing demand for Optiv's services.

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