Optiv
Account Manager - Cybersecurity - New England (MA, CT, RI, NH)
Optiv, Boston, Massachusetts, us, 02298
Account Manager - Cybersecurity - New England (MA, CT, RI, NH)
Join to apply for the
Account Manager - Cybersecurity - New England (MA, CT, RI, NH)
role at
Optiv . Location : This position requires the employee to reside in either Massachusetts, New Hampshire, Rhode Island or Connecticut. As an Account Manager (also referred to as Client Manager), you will be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts (typically fewer than 20) within a geographic territory. You will own and coordinate all aspects of the sales cycle within your assigned accounts and lead a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts. Development of a multi-year strategic account management plan for your top accounts is a core responsibility. You will identify and understand the client’s core security concerns and how they relate to Optiv solutions that mitigate cybersecurity risks. Based on this understanding of the client, you will bring together appropriate Optiv technical, services and leadership personnel to collaborate with client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. Solutions may include security technology and services, and, where appropriate for the client, large and complex solutions comprising security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. The overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You will engage clients with a heightened focus on continuously improving client satisfaction. This includes meeting with top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of achieving those goals. You will review these goals, expectations and progress with top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals. How You’ll Make An Impact Build trusted, effective and productive relationships with client executives within assigned accounts. Lead creation of multi-year strategic account management plans for top accounts based on identified client business, technology and security goals, and Optiv’s understanding of security trends, threats and points of view for each account. Build a large sales pipeline, ideally four times assigned targets, within assigned accounts and achieve/exceed assigned gross margin target. Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity. Execute with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message, among others. Effectively communicate Optiv’s value proposition as it relates to security services, capabilities and technology. Build strong, collaborative relationships with technology partners and their sales personnel to gain and share leads in support of building a qualified pipeline and maximizing mutually beneficial opportunities. Initiate and/or monitor and mediate all necessary communications between clients, technology partners and extended Optiv team members (technical, sales, client operations, etc.) within each assigned account. Maintain collaborative internal communications with Optiv team members regarding opportunities, requirements and client satisfaction. What We’re Looking For Experience in product or services-based sales, typically 2–3 years, ideally in a technology company. Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding quotas. Experience engaging cross-functional resources such as sales, pre-sales technical support and other support personnel in an effective fashion. Demonstrated ability to build productive relationships with key executives and sponsors within assigned accounts. Effective presentation, verbal and written communication skills. Negotiation experience. History of achievement in exceeding plan and expectations. Strong business acumen and ability to relate business goals to cyber security risk in support of developing complex security technology and services solutions. Experience in building and selling complex, multi-year hardware, software, services and financing solutions to Fortune 1000 clients. Preferred Experience Knowledge of the IT Infrastructure market and familiarity with the IT security market and competitors. Knowledge of the Risk & Compliance market and competitors. Selling management consulting services. What You Can Expect From Optiv A company committed to championing Diversity, Equality, and Inclusion through Employee Resource Groups. Work-life balance Professional training resources Creative problem-solving and the ability to tackle unique, complex projects Volunteer opportunities through “Optiv Chips In” to engage with teams and communities. Ability and technology to work remotely/from home where applicable. EEO Statement Optiv is an equal opportunity employer. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, disability, military or veteran status, or any other basis protected by law. Optiv respects your privacy. By applying, you consent to Optiv collecting and processing your information in connection with selection and recruitment activities. For details on how Optiv uses and protects your personal information, view the Applicant Privacy Notice.
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Join to apply for the
Account Manager - Cybersecurity - New England (MA, CT, RI, NH)
role at
Optiv . Location : This position requires the employee to reside in either Massachusetts, New Hampshire, Rhode Island or Connecticut. As an Account Manager (also referred to as Client Manager), you will be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts (typically fewer than 20) within a geographic territory. You will own and coordinate all aspects of the sales cycle within your assigned accounts and lead a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts. Development of a multi-year strategic account management plan for your top accounts is a core responsibility. You will identify and understand the client’s core security concerns and how they relate to Optiv solutions that mitigate cybersecurity risks. Based on this understanding of the client, you will bring together appropriate Optiv technical, services and leadership personnel to collaborate with client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. Solutions may include security technology and services, and, where appropriate for the client, large and complex solutions comprising security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. The overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You will engage clients with a heightened focus on continuously improving client satisfaction. This includes meeting with top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of achieving those goals. You will review these goals, expectations and progress with top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals. How You’ll Make An Impact Build trusted, effective and productive relationships with client executives within assigned accounts. Lead creation of multi-year strategic account management plans for top accounts based on identified client business, technology and security goals, and Optiv’s understanding of security trends, threats and points of view for each account. Build a large sales pipeline, ideally four times assigned targets, within assigned accounts and achieve/exceed assigned gross margin target. Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity. Execute with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message, among others. Effectively communicate Optiv’s value proposition as it relates to security services, capabilities and technology. Build strong, collaborative relationships with technology partners and their sales personnel to gain and share leads in support of building a qualified pipeline and maximizing mutually beneficial opportunities. Initiate and/or monitor and mediate all necessary communications between clients, technology partners and extended Optiv team members (technical, sales, client operations, etc.) within each assigned account. Maintain collaborative internal communications with Optiv team members regarding opportunities, requirements and client satisfaction. What We’re Looking For Experience in product or services-based sales, typically 2–3 years, ideally in a technology company. Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding quotas. Experience engaging cross-functional resources such as sales, pre-sales technical support and other support personnel in an effective fashion. Demonstrated ability to build productive relationships with key executives and sponsors within assigned accounts. Effective presentation, verbal and written communication skills. Negotiation experience. History of achievement in exceeding plan and expectations. Strong business acumen and ability to relate business goals to cyber security risk in support of developing complex security technology and services solutions. Experience in building and selling complex, multi-year hardware, software, services and financing solutions to Fortune 1000 clients. Preferred Experience Knowledge of the IT Infrastructure market and familiarity with the IT security market and competitors. Knowledge of the Risk & Compliance market and competitors. Selling management consulting services. What You Can Expect From Optiv A company committed to championing Diversity, Equality, and Inclusion through Employee Resource Groups. Work-life balance Professional training resources Creative problem-solving and the ability to tackle unique, complex projects Volunteer opportunities through “Optiv Chips In” to engage with teams and communities. Ability and technology to work remotely/from home where applicable. EEO Statement Optiv is an equal opportunity employer. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, disability, military or veteran status, or any other basis protected by law. Optiv respects your privacy. By applying, you consent to Optiv collecting and processing your information in connection with selection and recruitment activities. For details on how Optiv uses and protects your personal information, view the Applicant Privacy Notice.
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