Client Director

About the role

As an Account Executive (or Client Director as we call it (CD)), you’ll focus on selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 10) in Southern California. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts.

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 upon identified client business, technology and security goals, coupled with Optiv’s understanding of security trends, threats, and points of view for each assigned account.
• Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $1.5M 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.
• Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.
• 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 10+ years.
• Experience leading complex sales cycles in large enterprise and F500 accounts.
• 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, Risk & Compliance market, and competitors.
• History of demonstrated achievement exceeding plan and expectations.

Qualifications

• Experience in and knowledge of the IT security market, Risk & Compliance market, and competitors.
• History of demonstrated achievement exceeding plan and expectations.

Skills

• 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.
• Strong presentation, verbal and written communication skills.
• Strong negotiation experience.

Benefits

Not specified.

Pay

Total Target Compensation: $250,000 – $300,000+ Annually

Schedule

Not specified.