Account Manager - Cybersecurity - San Francisco at Optiv

San Francisco, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Reside in the San Francisco Bay Area
Experience in product or services based sales typically gained over 2-3 years

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, and services practices personnel) to build and execute a multi-year strategic account management plan for top accounts
Develop a multi-year strategic account management plan for top accounts by identifying client core security concerns and correlating them to Optiv solutions
Collaborate with Optiv technical, services, and leadership personnel and client leadership to refine/build security strategy and propose solutions (e.g., security technology, services, consulting, hardware/software, advisory, implementation, support, managed services)
Establish trusted relationships with clients to position Optiv as their primary security solution partner and provider
Engage clients to enhance satisfaction: meet early in the year to document business/technology/security goals and expectations; review quarterly with Optiv leadership/resources to achieve/exceed goals
Build trusted, effective, and productive relationships with client executives within assigned accounts
Lead creation of multi-year strategic account management plans based on client goals and Optiv's security trends/threats/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 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/capabilities
Build strong, collaborative relationships with technology partners and their sales personnel to gain/share leads and maximize sales opportunities
Initiate/monitor/mediate communications between clients, technology partners, and Optiv team members (technical, sales, client operations) within assigned accounts
Maintain collaborative and effective internal communications with Optiv team members relative to opportunities, requirements, and client satisfaction

Skills

Key technologies and capabilities for this role

Account ManagementCybersecurity SalesStrategic Account PlanningSales Cycle ManagementCross-Functional Team LeadershipSolutions ArchitectureSecurity ConsultingManaged Security ServicesClient Relationship Management

Questions & Answers

Common questions about this position

Is this position remote or does it require being in the office?

This position requires the employee to reside in the San Francisco Bay Area.

What are the key responsibilities of the Account Manager role?

The role involves selling Optiv security services and solutions to strategic accounts, owning the full sales cycle, leading a cross-functional team, and developing multi-year strategic account management plans.

What does the team structure look like for this position?

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

What salary or compensation is offered for this role?

This information is not specified in the job description.

What makes a strong candidate for this Account Manager position?

Strong candidates excel at building trusted relationships with client executives, leading strategic account planning, and achieving sales targets like building a large pipeline (ideally 4x assigned targets) while managing accurate forecasts.

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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