Account Manager - Cybersecurity | Remote, DC Metro

📋 Description

• • As an Account Manager, or Client Manager (CM) as we call it, you will be entrusted with the critical responsibility of selling Optiv's comprehensive suite of security services and cutting-edge security technology solutions to a select portfolio of strategic accounts within the dynamic DC Metro Area.
• • Your role will be pivotal in owning and orchestrating every facet of the sales cycle for your assigned accounts, from initial engagement to closing deals and fostering long-term partnerships.
• • You will lead a dedicated cross-functional team, comprising a Solutions Architect, Client Operations Specialist, and relevant services practices personnel, to collaboratively develop and execute a robust multi-year strategic account management plan tailored to the unique needs and objectives of your top accounts.
• • A significant aspect of your role will involve proactively engaging with clients, with an unwavering focus on continuously enhancing client satisfaction and deepening our trusted advisor status.
• • This proactive engagement includes conducting early-year meetings with your key clients to thoroughly understand and meticulously document their overarching business objectives, technological landscapes, and specific security goals, alongside their expectations of Optiv in supporting the attainment of these critical objectives.
• • You will be responsible for regularly reviewing these goals, expectations, and progress with your top clients on a quarterly basis, ensuring alignment and driving success.
• • To guarantee that both you and Optiv remain on track to achieve or exceed these client-defined goals, you will strategically engage Optiv leadership and leverage internal resources as necessary.
• • You will cultivate and nurture trusted, effective, and highly productive relationships with executive-level stakeholders within your assigned accounts, establishing Optiv as an indispensable partner.
• • A core responsibility is to lead the creation of comprehensive, multi-year strategic account management plans for your most important accounts. These plans will be meticulously crafted based on a deep understanding of identified client business, technology, and cybersecurity goals, combined with Optiv's expert insights into current security trends, emerging threats, and strategic viewpoints relevant to each assigned account.
• • You will be instrumental in building a substantial sales pipeline within your assigned accounts, aiming for a pipeline that is ideally four times the assigned targets, and consistently achieving or exceeding your assigned gross margin targets.
• • Accurate, current, and reliable management of current and multi-quarter forecasts will be a key performance indicator, demonstrating your strategic foresight and operational discipline.
• • You will execute sales strategies with discipline and in strict alignment with established Force Management principles, including but not limited to MEDDICC and Command of the Message methodologies, ensuring a structured and effective approach to sales.
• • Effectively communicating Optiv’s unique value proposition, highlighting our deep expertise and robust capabilities in security services and technologies, will be crucial in differentiating us from competitors.
• • Building strong, collaborative, and productive relationships with our technology partners and their respective sales personnel is essential. This collaboration will facilitate lead generation, support the development of qualified pipeline, and maximize mutually beneficial sales opportunities.
• • You will initiate, monitor, and mediate all necessary communications between clients, technology partners, and members of the extended Optiv team (including technical, sales, and client operations personnel) within each assigned account, ensuring seamless coordination and efficient problem-solving.
• • Maintaining collaborative and effective internal communications with Optiv team members regarding specific opportunities, associated requirements, and overall client satisfaction is vital for internal alignment and successful client outcomes.
• • This role offers a unique opportunity to be at the forefront of cybersecurity sales, driving significant impact for Optiv and its clients by protecting critical assets and enabling business success through advanced security solutions.