Account Manager - Cybersecurity - St. Louis at Optiv

St. Louis, 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 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
Reside in Illinois or Missouri (St. Louis metro strongly preferred)

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
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 ensure achievement or exceedance of client-defined goals

Skills

Key technologies and capabilities for this role

Account ManagementCybersecurity SalesStrategic PlanningSales Pipeline ManagementForecast ManagementClient Relationship ManagementCross-functional Team LeadershipSecurity ServicesSecurity Technology Solutions

Questions & Answers

Common questions about this position

What is the location requirement for this Account Manager position?

The position requires the employee to reside in Illinois or Missouri, with the St. Louis metro area strongly preferred. It focuses on strategic accounts within the South Central region, predominately the STL metro.

What experience is required for this role?

Candidates need experience in product or services based sales, typically gained over 2-3 years, ideally in a cybersecurity-related field.

What are the primary responsibilities of the Account Manager?

Responsibilities include building trusted relationships with client executives, leading multi-year strategic account plans, building a large sales pipeline, managing forecasts accurately, and coordinating cross-functional teams.

What does the team structure look 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?

A strong candidate has 2-3 years of sales experience in products or services, ideally in cybersecurity, with skills in building client relationships, strategic planning, pipeline management, and 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

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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