Account Manager - Cybersecurity - Upper Midwest (MN, WI, NE) at Optiv

Minneapolis, Minnesota, 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 Minnesota, Wisconsin, or Nebraska
5-7 years of experience in product or services-based sales, 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 effectively
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 enterprise accounts (typically less than 20) within the Upper Midwest Region
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 multi-year strategic account management plans for top accounts
Engage clients to enhance satisfaction, including meeting top clients early in the year to understand and document their business, technology, and security goals, as well as expectations of Optiv
Review goals, expectations, and progress with top clients quarterly, engaging Optiv leadership and resources as necessary
Build trusted, effective, and productive relationships with client executives within assigned accounts
Build a large sales pipeline (ideally 4 times assigned targets) within assigned accounts and achieve/exceed assigned gross margin targets
Manage current and multi-quarter forecasts with high accuracy, currency, and integrity
Execute with discipline in alignment with Force Management principles (e.g., MEDDICC, Command of the Message)
Effectively communicate Optiv’s value proposition related to security services and technologies expertise and capabilities
Build strong, collaborative relationships with technology partners and their sales personnel to gain/share leads and maximize sales opportunities
Initiate, monitor, and mediate communications between clients, technology partners, and the extended Optiv team 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 SalesEnterprise SalesSales Pipeline ManagementForecastingClient Relationship ManagementStrategic Account PlanningCross-functional Leadership

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 does it require a specific location?

The position requires the employee to reside in either Minnesota, Wisconsin, or Nebraska, covering the Upper Midwest region.

What experience and skills are required for this Account Manager position?

Candidates need 5-7 years of experience in product or services-based sales, ideally in a technology company, along with proven ability to build trusted client relationships, manage sales cycles, and execute strategic account plans.

What is the team structure like for this Account Manager 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 5-7 years of sales experience in technology, ideally cybersecurity, with skills in building executive relationships, creating strategic account plans, managing sales pipelines, 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

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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