Account Manager - Cybersecurity | Houston, TX

About the role

This position is field-based and will be hired in the Houston area. As an Account Manager (or Client Manager), you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts in the Houston, TX area. You'll own and coordinate all aspects of the sales cycle within your assigned accounts, and lead a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Team members typically include a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate. You'll engage clients with a heightened focus on ever-enhancing client satisfaction, meeting with top clients early in the year to understand and document their business, technology, and security goals, as well as client expectations of Optiv. You'll review these goals, expectations, and progress quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed client-defined goals.

Responsibilities

• Build trusted, effective, and productive relationships with client executives within assigned accounts.
• Lead creation of multi-year strategic account management plans for top accounts, based on identified client business, technology, and cybersecurity goals, coupled with Optiv's understanding of 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 target.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency, and integrity.
• Execute with discipline and in alignment with Force Management principles including 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 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, technology partners, and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned account.
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements, and client satisfaction.

Requirements

• Experience in product or services based sales typically gained over 3-5 years in a technology company, ideally cybersecurity.
• 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.

Benefits

• A company committed to inclusive values through Employee Resource Groups.
• Work/life balance.
• Professional training resources.
• Creative problem-solving and the ability to tackle unique, complex projects.
• Volunteer opportunities through "Optiv Chips In," encouraging employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable).