Client Manager - Northeast Enterprise | Great Lakes Region at Optiv

Detroit, Michigan, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Reside in or near Grand Rapids, Lansing, or Traverse City in Michigan
Experience in product or services-based sales typically gained over 2-3 years

Responsibilities

Sell Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20) within a geographic territory
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 a multi-year strategic account management plan for top accounts
Develop a multi-year strategic account management plan for top accounts by identifying client core security concerns and correlating them to Optiv solutions
Collaborate with Optiv technical, services, and leadership personnel and client leadership to refine/build security strategy and propose solutions (e.g., security technology, services, consulting, hardware/software, advisory, implementation, support, managed services)
Establish trusted relationships with clients to position Optiv as their primary security solution partner and provider
Engage clients to enhance satisfaction, including early-year meetings to document business, technology, and security goals/expectations, and quarterly reviews with Optiv leadership/resources
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 target
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/capabilities
Build strong, collaborative relationships with technology partners and their sales personnel to gain/share leads and maximize sales opportunities
Initiate/monitor/mediate communications between clients, technology partners, and extended Optiv team (technical, sales, client operations) within assigned accounts
Maintain collaborative and effective internal communications with Optiv team members relative to opportunities, requirements, and client satisfaction

Skills

Account Management

Cybersecurity Sales

Strategic Account Planning

Sales Cycle Management

Cross-Functional Team Leadership

Security Solutions

Client Relationship Management

Managed Security Services

Security Consulting

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