Account Executive - Cybersecurity | Remote, Houston

📋 Description

• • As an Account Executive, also known as a Client Director (CD), you will be the primary driver for selling Optiv's comprehensive security services and cutting-edge technology solutions to 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 within your assigned accounts, demonstrating leadership by orchestrating a cross-functional team to develop and implement a robust multi-year strategic account management plan for each client.
• • This dedicated cross-functional team will comprise a Client Solution Architect, an Executive Advisory Director, a Client Operations Specialist, and one or more Client Associates, all working under your leadership to achieve client success.
• • While you will lead this team in sales execution, it's important to note that direct human resources management responsibilities for these team members will remain with their respective organizational managers, positioning this role as a leader of sales strategy and execution rather than a people manager.
• • A cornerstone of your role will be the meticulous development of a multi-year strategic account management plan. You will guide your team to deeply understand each client's core business objectives and how they directly correlate to mitigating critical business and cyber security risks.
• • Leveraging this profound understanding, you will collaborate closely with client leadership to refine or establish a forward-thinking security strategy, subsequently architecting and proposing integrated solutions designed to address the client's evolving security needs over an extended, multi-year horizon.
• • The ideal scenario involves proposing and delivering very large, complex solutions that encompass a broad spectrum of offerings, including security management consulting, advanced hardware and software security technologies, expert advisory services, seamless implementation support, and sophisticated managed security services.
• • Your overarching mission is to cultivate deeply trusted, enduring relationships with clients, positioning Optiv as their preeminent and indispensable partner for all security solutions and services.
• • A significant emphasis will be placed on continuously enhancing client satisfaction. This involves proactive engagement, including early-year meetings to thoroughly understand and document client business, technology, and security goals, alongside their specific expectations of Optiv's role in achieving these objectives.
• • You will conduct quarterly reviews with clients to assess progress against these defined goals and expectations, engaging Optiv executives and specialized resources as needed to ensure your team remains on track to meet or exceed client-defined success metrics.
• • You will be responsible for building and nurturing trusted, effective, and productive relationships with client executives across multiple levels within your assigned accounts, fostering strong partnerships built on reliability and expertise.
• • Your leadership will extend to guiding your team in the creation of comprehensive multi-year strategic account management plans, meticulously tailored to each account's unique business, technology, and security objectives, informed by Optiv's deep insights into security trends, threats, and strategic viewpoints.
• • A key performance indicator will be your ability to build a substantial sales pipeline, ideally 3-4 times your assigned targets, within your accounts, consistently achieving and exceeding ambitious gross margin objectives exceeding $3.5 million annually.
• • You will be expected to manage current and multi-quarter forecasts with exceptional accuracy, currency, and integrity, providing reliable insights into sales performance and projections.
• • You will lead your cross-functional team with discipline, executing strategies aligned with established sales methodologies such as MEDDICC and Command of the Message, ensuring a structured and effective approach to sales.
• • A critical aspect of your role involves effectively communicating Optiv’s compelling value proposition, highlighting our extensive expertise and capabilities in both security services and technology solutions.
• • You will cultivate strong, collaborative, and productive relationships with technology partners and their sales representatives, actively seeking opportunities for lead sharing and maximizing mutually beneficial sales outcomes.
• • 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, ensuring seamless coordination and information flow.
• • Maintaining collaborative and effective internal communications with Optiv team members regarding specific opportunities, associated requirements, and client satisfaction is paramount to success.