Sr. Account Manager - Cincinnati

Optiv Security

Cincinnati, OH

Full Time

Senior

4 days ago

Job Description

About the Role

As an Account Manager, a.k.a. Client Manager you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts within the Greater Cincinnati Area. You'll 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 team typically include a Solutions Architect, Client Operations Specialist, and services practices personnel as appropriate. You will engage clients with a focus on enhancing client satisfaction by understanding their business, technology, and security goals, reviewing progress quarterly, and ensuring alignment with Optiv's support and security trends.

Key Responsibilities

Build trusted, effective, and productive relationships with client executives within assigned accounts.
Lead creation of multi-year strategic account management plans based on client business, technology, and cybersecurity goals, along with Optiv's understanding of security trends and threats.
Build a large sales pipeline, ideally four times the assigned targets, within assigned accounts and achieve or exceed gross margin targets.
Manage current and multi-quarter forecasts with high accuracy, currency, and integrity.
Execute sales strategies with discipline and in alignment with Force Management principles including 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, supporting pipeline growth and mutually beneficial sales opportunities.
Initiate, monitor, and mediate all necessary communications between clients, technology partners, and internal Optiv teams within each account.
Maintain collaborative and effective internal communication regarding opportunities, requirements, and client satisfaction.

Requirements

Experience in product or services-based sales gained over 7-10 years in a technology company, ideally cybersecurity.
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.
Demonstrated ability to build productive business relationships with key executives and sponsors within assigned accounts.
Effective presentation, verbal, and written communication skills.
Negotiation experience.
History of achieving and exceeding sales plans and expectations.

Nice to Have

Experience with security trends, threats, and points of view relevant to cybersecurity.
Familiarity with sales methodologies such as MEDDICC and Command of the Message.

Benefits & Perks

Work/life balance
Professional training resources
Volunteer opportunities through 'Optiv Chips In'
Technology necessary for remote or home-based work where applicable

Working at Optiv Security

Optiv is committed to championing Diversity, Equality, and Inclusion through Employee Resource Groups. The company emphasizes a culture of professional development, community engagement, and supporting work/life balance, fostering a collaborative environment focused on creative problem-solving and tackling complex projects.

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