Account Manager -Cybersecurity - Wisconsin at Optiv

Milwaukee, Wisconsin, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Minimum 5 years of experience as an individual contributor, selling Cybersecurity Solutions and Services in Wisconsin
Strong, established relationships with Key Accounts and OEM partners in local territory
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 Wisconsin

Responsibilities

Sell Optiv security services and security technology solutions to a select few strategic accounts within Wisconsin
Own and coordinate all aspects of the sales cycle within assigned accounts
Lead a cross-functional team (including Solutions Architect, Client Operations Specialist, Executive Advisory Director, and services practices personnel) to build and execute a multi-year strategic account management plan for top accounts
Identify and understand client's core business objectives and how they correlate to mitigating business and cybersecurity risk
Establish a trusted relationship with the client to make Optiv their primary security solution partner and provider
Build trusted, effective, and productive relationships with client executives at multiple levels within assigned accounts
Lead creation of multi-year strategic account management plans for top accounts, based on client business, technology, and security goals, and Optiv's security trends, threats, and points of view
Build a large sales pipeline (ideally 4 times assigned targets) within assigned accounts and achieve/exceed gross margin target in excess of $2M annually
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
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 sales personnel to gain and share leads, 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 ManagementMEDDICCForce ManagementCross-Functional Team LeadershipSolutions Architecture Coordination

Questions & Answers

Common questions about this position

What is the expected sales target for this role?

The role requires achieving/exceeding a gross margin target in excess of $2M annually.

Is this position remote or does it require living in a specific location?

This position requires the employee to reside in Wisconsin.

What experience is required for this Senior Account Manager role?

Minimum 5 years of experience as an individual contributor selling Cybersecurity Solutions and Services in Wisconsin, plus strong established relationships with Key Accounts and OEM partners in the local territory.

What does the team structure look like for this position?

You will lead a cross-functional team typically including a Solutions Architect, Client Operations Specialist, Executive Advisory Director, and services practices personnel as appropriate.

What makes a strong candidate for this Account Manager position?

Candidates with at least 5 years selling cybersecurity solutions in Wisconsin and established relationships with key accounts and OEM partners in the territory will stand out.

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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