Account Manager - SLED - Cybersecurity - Northern California 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

Cybersecurity, Public Sector, State Local EducationIndustries

Requirements

Strong experience in selling to public sector clients
Experience and understanding of working within the channel model, partnering with channel partners (typically 2-3 years, ideally in a technology company)
Understanding of cooperative and local contract vehicles and State & Local procurement processes
Experience in building and selling complex and multi-year hardware, software, and/or services solutions to public sector clients
Proven ability to build and execute territory, 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
Demonstrated ability to build productive business relationships with key executives and sponsors within assigned territory
Effective presentation, verbal, and written communication skills
Negotiation experience
History of demonstrated achievement exceeding plan and expectations
Reside in Northern California
Preferred Requirements
Strong business acumen and ability to correlate business goals with business and cyber security risk
Experience in and knowledge of the IT Infrastructure market and competitors
Experience in and knowledge of the IT security market and competitors
Experience in and knowledge of the Risk & Compliance market and competitors
Experience selling management consulting services

Responsibilities

Sell cybersecurity technology and services to Enterprise level public sector organizations (State Departments, R1 Universities, large Cities/Counties) in Northern California
Own and coordinate the sales cycle within assigned territory
Lead a cross-functional team to build and execute a multi-year strategic account management plan
Partner with assigned Solutions Engineer to engage clients, aligning Optiv’s products and services with client objectives
Build trusted, effective, and productive relationships with key leaders in assigned SLED territory
Build strong, collaborative relationships with technology partners to gain/share leads and maximize sales opportunities
Lead creation of multi-year strategic account plans based on client goals, security trends, threats, and Optiv's points of view
Build a strong pipeline targeting 4 times assigned targets and achieve/exceed assigned gross margin target
Manage current and multi-quarter forecasts with high accuracy, currency, and integrity
Effectively communicate Optiv’s value proposition related to security services and technologies
Maintain collaborative internal communications with Optiv team members on opportunities, requirements, and client satisfaction
Work with internal departments (SLED Strategy, Legal, Operations, etc.) to move deals forward

Skills

Cybersecurity

Account Management

Sales

Strategic Planning

Pipeline Management

Forecasting

Public Sector Sales

SLED

Relationship Building

Solutions Engineering

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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