Account Executive - Cybersecurity I Remote, Dallas

📋 Description

• • As an Account Executive, also known as a Client Director (CD), you will be instrumental in driving the sales of Optiv's comprehensive security services and cutting-edge security technology solutions.
• • Your primary focus will be on cultivating and managing a select portfolio of key strategic accounts, typically fewer than ten, within a designated geographic territory.
• • You will be entrusted with the full ownership and coordination of every facet of the sales cycle for your assigned accounts, ensuring a seamless and effective client engagement.
• • A critical aspect of your role involves leading a dynamic, cross-functional team to develop and implement a robust multi-year strategic account management plan for each of your key clients.
• • This dedicated team will comprise a Client Solution Architect, an Executive Advisory Director, a Client Operations Specialist, and one or more Client Associates, all working collaboratively under your leadership.
• • While you will lead this team in sales execution, please note that direct human resources management of team members will remain with their respective organizational managers, positioning this role as a sales execution leader rather than a people manager.
• • The development of a comprehensive, multi-year strategic account management plan is a core and non-negotiable responsibility, forming the bedrock of your client engagement strategy.
• • You will guide your team to deeply understand each client's core business objectives and meticulously map these objectives to the mitigation of critical business and cyber security risks.
• • Leveraging this profound understanding, you will lead your team in collaborating with client leadership to refine or establish sophisticated security strategies.
• • Subsequently, you will orchestrate the development and proposal of tailored solutions designed to address the client's evolving security needs over an extended, multi-year horizon.
• • The ideal scenario involves proposing and delivering exceptionally large and complex solutions, encompassing security management consulting, advanced hardware and software security technologies, expert advisory services, seamless implementation, ongoing support services, and sophisticated managed security services.
• • A paramount overarching goal is to forge deeply trusted relationships with clients, positioning Optiv as their indispensable primary security solution partner and provider.
• • You will also lead your team with an unwavering commitment to continuously enhancing client satisfaction, ensuring every interaction exceeds expectations.
• • This commitment includes proactive engagement with clients early in the year to meticulously document their business, technology, and security goals, alongside their specific expectations of Optiv in achieving these objectives.
• • You will conduct regular quarterly reviews with clients to assess progress against these defined goals and expectations, actively engaging Optiv executives and resources as necessary to guarantee your team remains on track to achieve or surpass client-defined success metrics.
• • A key responsibility is building and nurturing trusted, effective, and productive relationships with client executives across multiple levels within your assigned accounts.
• • You will lead your team in crafting a forward-thinking, multi-year strategic account management plan, meticulously informed by identified client business, technology, and security goals, and augmented by Optiv’s deep insights into security trends, threats, and strategic viewpoints for each account.
• • A significant objective is to cultivate a substantial sales pipeline, ideally 3-4 times the assigned targets, within your accounts, and to consistently achieve or exceed gross margin objectives exceeding $3.5 million annually.
• • You will be responsible for managing current and multi-quarter forecasts with an exceptionally high degree of accuracy, currency, and integrity.
• • Leading your cross-functional team with discipline and adherence to proven sales methodologies such as MEDDICC and Command of the Message will be crucial for successful execution.
• • You will effectively articulate and communicate Optiv’s compelling value proposition, highlighting our extensive expertise and capabilities in security services and technologies.
• • Building strong, collaborative, and productive partnerships with technology partners and their sales personnel is essential for lead generation and maximizing mutually beneficial sales opportunities.
• • You will initiate, monitor, and mediate all necessary communications between clients, vendors, and your internal team members (technical, sales, client operations, etc.) within each account to ensure smooth operations.
• • Maintaining collaborative and effective internal communications with Optiv team members regarding specific opportunities, associated requirements, and client satisfaction is vital for cohesive teamwork.
• • This role offers the opportunity to make a significant impact by securing and growing high-value accounts within the dynamic cybersecurity landscape.