Account Executive - Cybersecurity

About the Role

As a Client Director (CD), you’ll focus on selling Optiv security services and security technology solutions to a select few key strategic accounts (typically less than 10) within a geographic territory. You’ll own and coordinate all aspects of the sales cycle within your assigned account(s) and lead a cross-functional team to build and execute a multi-year strategic account management plan for each account. This team includes a Client Solution Architect, Executive Advisory Director, Client Operations Specialist, and one or more Client Associates. While you will lead this team, team members will be managed by their respective organizational managers—this is not a people management position but rather a leadership role in sales execution.

A core responsibility is developing a multi-year strategic account management plan. You’ll guide your team to identify and understand client core business objectives and their correlation to mitigating business and cyber security risk. Based on this understanding, you’ll collaborate with client leadership to refine or build a security strategy and propose solutions addressing client security needs over multiple years. These solutions may include security management consulting, hardware and software security technologies, advisory, implementation, support services, and managed security services. The goal is to establish a trusted relationship, positioning Optiv as the client’s primary security solution partner.

You’ll also prioritize client satisfaction by meeting with clients early in the year to document their business, technology, and security goals, as well as their expectations of Optiv. Quarterly reviews with clients will ensure progress toward these goals, with engagement from Optiv executives and resources as needed.

Responsibilities

• Build trusted, effective, and productive relationships with client executives at multiple levels within assigned accounts.
• Lead your team to create a multi-year strategic account management plan based on identified client business, technology, and security goals, coupled with Optiv’s understanding of security trends and threats.
• Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $3.5M annually.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency, and integrity.
• Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as 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, supporting pipeline growth and mutually beneficial sales opportunities.
• Initiate and/or monitor and mediate all necessary communications between clients, vendors, and team members (technical, sales, client operations, etc.) within each account.
• Maintain collaborative and effective internal communications with Optiv team members regarding specific opportunities, requirements, and client satisfaction.

Requirements

• Experience in solution and services-based sales in an Information Technology or Security environment, typically gained over 7-10 years.
• Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.
• Demonstrated ability to lead cross-functional dotted-line teams (sales, technical, and support personnel) effectively.
• Strong business acumen and ability to correlate business goals with business and cyber security risk to develop complex security technology and services solutions.
• Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.
• Strong presentation, verbal, and written communication skills.
• Strong negotiation experience.
• Experience in and knowledge of the IT security market and competitors.
• Experience in and knowledge of the Risk & Compliance market and competitors.
• History of demonstrated achievement exceeding plan and expectations.

Benefits

• A company committed to inclusive values through Employee Resource Groups.
• Work/life balance.
• Professional training resources.
• Opportunities for creative problem-solving and tackling unique, complex projects.
• Volunteer opportunities through “Optiv Chips In,” encouraging team and community engagement.
• The ability and technology necessary to productively work remotely/from home (where applicable).