- Build strong and productive relationships with client executives within your assigned accounts.
- Develop detailed multi-year strategic account management plans for top accounts based on client goals and Optiv's security expertise.
- Generate a robust sales pipeline within assigned accounts, aiming for four times the assigned targets, and meeting or surpassing gross margin goals.
- Maintain accurate sales forecasts and adhere to principles like MEDDICC and Command of the Message.
- Articulate Optiv's value proposition effectively in relation to security services and technologies.
- Foster collaborative relationships with technology partners to drive lead generation and maximize sales opportunities.
- Facilitate communication between clients, technology partners, and the Optiv team within each assigned account.
- Ensure seamless internal communication within Optiv regarding opportunities, requirements, and client satisfaction.
- Minimum 2-3 years' experience in product or services sales, preferably in a technology company.
- Proven track record of exceeding sales quotas and developing territory expansion plans.
- Ability to engage cross-functional resources effectively in sales activities.
- Strong presentation and communication skills.
- Negotiation skills.
- Demonstrated success in exceeding targets and expectations.
- Strong business acumen in correlating business goals with cybersecurity risks.
- Experience in selling complex solutions to Fortune 1000 clients.
- Familiarity with the IT Infrastructure and security market.
- Expertise in Risk & Compliance market.
- Experience in sales of management consulting services.
- Commitment to Diversity, Equality, and Inclusion through Employee Resource Groups.
- Emphasis on work/life balance.
- Access to professional training resources.
- Opportunity for creative problem-solving in unique projects.
- Volunteer Initiatives: Optiv Chips In encourages employees to engage in community service.
- Support for remote work when possible.
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Client Manager - Texas, United States - Optiv
Description
Job Title: Client Manager (CM) at Optiv
As a Client Manager (CM) at Optiv, you'll take on the exciting challenge of selling Optiv security services and security technology solutions to a carefully selected group of strategic accounts within a specific geographic territory.
Your main mission will be to own and manage the entire sales process within your assigned accounts and lead a dynamic team to develop and implement a strategic account management plan that spans multiple years for your top accounts.
The cross-functional team you'll work with typically includes a Solutions Architect, Client Operations Specialist, and services practices personnel tailored to your accounts' needs.
Central to your role will be creating a detailed strategic account management plan for your top accounts, where you'll identify and address your client's core security concerns and align them with Optiv's solutions to mitigate cybersecurity risks.
By understanding your client's specific needs, you'll bring together the right mix of Optiv technical experts, services, and leadership to collaborate with your client's leadership. This collaboration will result in refining existing security strategies or building new ones, followed by proposing solutions to address your client's security requirements.
In many instances, these solutions may involve a mix of security technology and services, as well as comprehensive solutions composed of security management consulting, hardware and software security technologies, advisory services, implementation and support services, and managed security services.
A key objective is to establish a solid and trusted relationship with your clients, making Optiv their primary security partner and provider.
Additionally, you will focus on enhancing client satisfaction by engaging with clients regularly and understanding their business, technology, and security goals. This will involve periodic reviews to ensure Optiv and the clients are aligned in achieving or exceeding these goals. Building and nurturing these relationships is crucial to your success in this role.
PRIMARY RESPONSIBILITIES
REQUIRED QUALIFICATIONS
DESIRED QUALIFICATIONS
About Optiv
EEO Statement
Optiv is an equal opportunity employer (EEO). We consider all qualified applicants for employment regardless of race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, veteran status, or any other protected status under applicable laws.
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