Account Manager - SLED I Remote, Los Angeles

📋 Description

• • As a State, Local, and Education (SLED) Account Manager, you will be the primary driver for selling Optiv's comprehensive suite of security services and cutting-edge technology solutions to government and educational institutions within the Los Angeles Metro area.
• • This role is fully remote, offering flexibility while requiring you to be based in the Los Angeles Metro area to effectively manage your assigned territory.
• • You will be entrusted with the full ownership and coordination of the sales cycle, from initial prospecting to closing deals, ensuring a seamless and effective engagement with clients.
• • A core responsibility involves developing and executing a multi-year strategic account management plan for your key accounts, demonstrating a long-term vision for client success and partnership.
• • This strategic plan will be informed by a deep understanding of each client's unique security concerns, business objectives, and technological landscape, and how Optiv's solutions can effectively mitigate identified cybersecurity risks.
• • You will lead a cross-functional team, comprising technical experts, operational support staff, and services practice specialists, to collaboratively build and implement tailored security strategies and solutions.
• • Your role will involve identifying client needs and then orchestrating the right internal resources to propose and deliver solutions that can range from individual security technologies and services to large, complex, integrated security programs.
• • These comprehensive solutions may encompass security management consulting, hardware and software security technologies, advisory services, implementation, ongoing support, and managed security services, all designed to address the client's specific challenges.
• • The overarching goal is to cultivate deep, trusted relationships with clients, positioning Optiv as their indispensable primary security solution partner and provider.
• • You will proactively engage with clients to foster ever-enhancing client satisfaction, initiating early-year discussions to thoroughly understand and document their business, technology, and security goals, as well as their expectations of Optiv.
• • Regular quarterly reviews with top clients will be conducted to assess progress against defined goals and expectations, ensuring alignment and proactive engagement of Optiv leadership and resources to meet or exceed client-defined objectives.
• • A significant aspect of the role is building a robust sales pipeline, aiming for at least four times the assigned targets, and consistently achieving or exceeding gross margin targets.
• • You will be responsible for managing current and multi-quarter forecasts with a high degree of accuracy, currency, and integrity, providing reliable insights into sales performance and projections.
• • The role demands disciplined execution, aligning with established sales methodologies such as Force Management principles, including MEDDICC and Command of the Message, to drive sales effectiveness.
• • You will articulate Optiv’s compelling value proposition, highlighting our extensive expertise and capabilities in both security services and technologies.
• • Cultivating strong, collaborative relationships with technology partners and their sales teams is crucial for lead generation, pipeline development, and maximizing mutually beneficial sales opportunities.
• • You will initiate, monitor, and mediate all necessary communications between clients, technology partners, and internal Optiv teams (technical, sales, operations) to ensure smooth project execution and client satisfaction.
• • Maintaining effective internal communication with Optiv team members regarding specific opportunities, requirements, and client satisfaction is essential for cohesive team performance.
• • This position offers a significant opportunity to make a substantial impact by securing and growing Optiv's presence within the vital SLED sector, contributing directly to the company's growth and market leadership in cybersecurity solutions.
• • You will be instrumental in shaping the security posture of public sector organizations, helping them navigate complex threats and achieve their mission-critical objectives through advanced security strategies and technologies.
• • The role requires a proactive, strategic, and relationship-driven approach to sales, focusing on long-term value creation for both Optiv and its SLED clients.