Sr. Account Manager - Cybersecurity | Arkansas

This position is field-based and will be hired in Arkansas.

About the role

As a Sr. Client Manager (CM), you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts within a geographic territory. 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. This team typically includes a Solutions Architect, Client Operations Specialist, and services practices personnel.

You'll engage clients with a focus on enhancing client satisfaction by meeting with top clients early in the year to understand and document their business, technology, and security goals, as well as their expectations of Optiv. You'll review these goals, expectations, and progress quarterly, engaging Optiv leadership and resources as needed to ensure achievement or exceeding of 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 client business, technology, and cybersecurity goals, coupled with Optiv's understanding of security trends and threats.
• Build a large sales pipeline, ideally 4 times assigned targets, and achieve/exceed assigned gross margin targets.
• 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.
• Build strong, collaborative relationships with technology partners and their sales personnel to gain and share leads, maximizing mutually beneficial sales opportunities.
• Initiate and/or monitor communications between clients, technology partners, and members of the extended Optiv team (technical, sales, client operations, etc.).
• Maintain collaborative and effective internal communications with Optiv team members regarding specific opportunities, requirements, and client satisfaction.

Requirements

• Experience in product or services-based sales, typically gained over 3-5+ years in a technology company, ideally in 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.
• Opportunities for creative problem-solving and tackling unique, complex projects.
• Volunteer opportunities through "Optiv Chips In," encouraging community engagement.
• The ability and technology necessary to productively work remotely/from home (where applicable).