The posting
As an Account Executive (or Client Director as we call it (CD)) you’ll focus on selling Optiv security services and security technology solutions to a select few strategic accounts in Southern California. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts. Members of this cross-functional team will include a Client Solution Architect, Executive Advisory Director, and a Client Operations Specialist. For clarity, the CD will lead this team, although team members will be managed from a human relations perspective by managers within their respective organizations. As such, the CD is not considered to be a people management position but rather the leader of sales execution with support of your team.
How you'll make an impact
- 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 upon identified client business, technology and security goals, coupled with Optiv’s understanding of security trends, threats, and points of view for each assigned account.
- Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/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 with discipline and in alignment with Force Management principles such as MEDDICC and Command of the Message, among others.
- Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.
- Build strong, collaborative and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.
- Initiate and/or monitor and mediate all necessary communications between clients, vendors and members of your team (technical, sales, client operations, etc.) within each account.
- Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.
What we're looking for
- Experience in solution and services based sales through work in an Information Technology or Security environment typically gained over 10+ years.
- Experience leading complex sales cycles in large enterprise and F500 accounts.
- Proven ability to build 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 dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.
- Strong business acumen and ability to correlate business goals with business and cyber security risk in support of developing complex security technology and services solutions.
- Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.
- Strong presentation, verbal and written communication skills.
- Strong negotiation experience.
- Experience in and knowledge of the IT security market, Risk & Compliance market, and competitors.
- History of demonstrated achievement exceeding plan and expectations.
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Total Target Compensation
$250,000 – $300,000+ Annually
The Estimated Total Target Compensation for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.
What you can expect from Optiv
- A company committed to our inclusive value through our Employee Resource Groups
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv is an equal opportunity employer. All qualified applicants for employment 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, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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