Account Executive - Cybersecurity | Houston, TX

About the role

This position is field-based and will be hired in the Houston Metro area. As a Account Executive aka. 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.

Responsibilities

• Own and coordinate all aspects of the sales cycle within your assigned account(s).
• Lead a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts.
• Identify and understand your client's core business objectives and how they correlate to mitigating business and cyber security risk.
• Collaborate with client leadership to refine and/or build a security strategy and develop and propose solutions to address client security needs over a multi-year period.
• 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, among others.
• 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 respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.
• Initiate and/or monitor and mediate all necessary communications between clients, vendors and members of your team (technical, sales, client operations, etc.) within each account.
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

Requirements

• Experience in solution and services-based sales through work 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 comprised of sales, technical, and support personnel in a highly effective fashion.
• Strong business acumen and ability to correlate business goals with business and cyber security risk in support of developing 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.

Preferred Skills

• Experience in building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients.
• Experience in and knowledge of the IT Infrastructure market and competitors.
• Experience selling management consulting services.