Account Executive - Cybersecurity Sales

About the Role

Key Responsibilities

• Build trusted, effective, and productive relationships with client executives at multiple levels within assigned accounts.
• Lead your team to create a multi-year strategic account management plan based on client business, technology, and security goals, along with Optiv's understanding of security trends and threats.
• Build a large sales pipeline, ideally 3-4 times assigned targets, and achieve or exceed gross margin objectives in excess of $1.5M annually.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency, and integrity.
• Lead a cross-functional team to execute sales strategies in alignment with Force Management principles such as MEDDICC and Command of the Message.
• Effectively communicate Optiv's value proposition related to security services and technologies.
• Build strong, collaborative relationships with technology partners and their sales personnel to generate and share leads, maximizing mutually beneficial sales opportunities.
• Initiate, monitor, and mediate communications between clients, vendors, and internal team members within each account.
• Maintain collaborative and effective internal communications regarding opportunities, requirements, and client satisfaction.

Requirements

• Experience in solution and services-based sales within an Information Technology or Security environment, typically over 7+ years.
• Experience leading complex sales cycles in large enterprise and Fortune 500 accounts.
• Proven ability to develop and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.
• Demonstrated ability to lead cross-functional teams comprising sales, technical, and support personnel effectively.
• Strong business acumen with the ability to correlate business goals with cybersecurity risks to develop security solutions.
• Ability to build strong, productive relationships with key executives and sponsors within assigned accounts.
• Strong presentation, verbal, and written communication skills.
• Strong negotiation skills.
• Knowledge of the IT security market, Risk & Compliance market, and competitors.

Nice to Have

• Experience with Force Management principles such as MEDDICC and Command of the Message.
• Experience working with technology partners and sales personnel.

Qualifications

• No specific formal educational qualifications specified in the description.

Benefits & Perks

• A comprehensive compensation and benefits package, including salary and uncapped bonus plan.
• Work/life balance.
• Professional training resources.
• Opportunities to work on complex, unique projects.
• Volunteer opportunities through 'Optiv Chips In'.
• Technology and resources necessary for remote or home-based work where applicable.