Account Manager - SLED - Cybersecurity | Dallas at Optiv

Dallas, Texas, 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

Cybersecurity, Public SectorIndustries

Requirements

Currently reside in Dallas, Texas
4+ years experience in product or services-based sales, ideally in a technology company
4+ years experience in selling to state, local, and education (SLED) clients, the Federal government, or public sector clients
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 state, local, and education (SLED) clients in the Dallas market
Own and coordinate all aspects of the sales cycle within assigned SLED 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
Build trusted, effective, and productive relationships with client executives within assigned accounts
Lead creation of multi-year strategic account management plans for SLED accounts based on client business, technology, and cybersecurity goals, coupled with 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 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 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
Engage 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 quarterly with top clients, engaging Optiv leadership and resources as necessary to achieve or exceed client-defined goals
Focus on enhancing client satisfaction

Skills

Account Management

Cybersecurity Sales

SLED Sales

Sales Pipeline Management

Forecasting

MEDDICC

Force Management

Client Relationship Management

Strategic Account Planning

Cross-Functional Team Leadership

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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