Account Manager - Cybersecurity | Remote, SF Bay Area

📋 Description

• • As an Account Manager, or Client Manager (CM) as we call it at Optiv Security Inc., you will be at the forefront of driving our cybersecurity solutions and technology sales within a select portfolio of strategic accounts located in the vibrant San Francisco Bay Area.
• • Your primary responsibility will be to own and orchestrate every facet of the sales cycle for your assigned accounts, ensuring a seamless and effective client engagement from initial contact through to successful closing.
• • You will lead a dynamic, cross-functional team comprising a Solutions Architect, Client Operations Specialist, and relevant services practices personnel, all dedicated to developing and executing a comprehensive, multi-year strategic account management plan tailored to the unique needs of your top-tier clients.
• • A core tenet of this role is the continuous enhancement of client satisfaction. This involves proactively engaging with your key clients early in the year to deeply understand and meticulously document their business objectives, technological landscapes, and critical security goals, alongside their specific expectations of Optiv's contribution to achieving these aspirations.
• • You will conduct regular quarterly reviews with your top clients, meticulously assessing progress against their defined goals and expectations. This includes strategically engaging Optiv leadership and leveraging internal resources to ensure alignment and drive performance towards exceeding client-defined objectives.
• • Cultivate and nurture trusted, highly effective, and productive relationships with executive-level stakeholders within your assigned accounts, establishing yourself as a reliable and indispensable partner.
• • Spearhead the creation of forward-thinking, multi-year strategic account management plans for your most important clients. These plans will be grounded in a thorough understanding of their business, technology, and cybersecurity objectives, further enriched by Optiv's deep insights into current security trends, emerging threats, and strategic viewpoints relevant to each account.
• • Develop and maintain a robust sales pipeline, aiming for a target of at least four times your assigned quota, within your designated accounts, consistently achieving or surpassing your gross margin targets.
• • Manage current and multi-quarter sales forecasts with exceptional accuracy, ensuring data integrity and timely updates.
• • Execute sales strategies with unwavering discipline, adhering to established methodologies such as Force Management principles, including MEDDICC and Command of the Message, to optimize sales effectiveness.
• • Articulate Optiv’s compelling value proposition with clarity and conviction, effectively communicating our extensive expertise and capabilities in security services and technologies.
• • Foster strong, collaborative, and productive partnerships with technology vendors and their respective sales teams. This collaboration will be instrumental in generating and sharing leads, thereby building a qualified pipeline and maximizing mutually beneficial sales opportunities.
• • Proactively initiate, monitor, and mediate all essential 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 information flow and coordinated efforts.
• • Maintain open, collaborative, and effective internal communication channels with Optiv team members, providing critical updates on specific opportunities, associated requirements, and client satisfaction levels to ensure collective success.
• • This role offers a significant opportunity to make a tangible impact by safeguarding organizations against evolving cyber threats and enabling their digital transformation through robust security strategies and solutions.
• • You will be empowered to leverage Optiv's extensive resources, industry-leading solutions, and deep expertise to address complex client challenges and drive substantial business growth.
• • The position demands a proactive, results-oriented individual who thrives in a fast-paced, client-centric environment and possesses a passion for cybersecurity and client success.
• • You will be instrumental in shaping the cybersecurity posture of leading organizations in the Bay Area, contributing directly to their resilience and competitive advantage.
• • This is a remote position, offering flexibility while requiring presence within the San Francisco Bay Area for client engagement.