Client Manager - Cybersecurity - SoCal Enterprise

As a Client Manager (CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few enterprise accounts (typically less than 20) within Southern California. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading 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 will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts.

You'll identify and understand your client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks. Based on this understanding of the client, you'll bring together appropriate Optiv technical, services, and leadership personnel to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. In many cases this will take the form of security technology and services solutions, and as appropriate for the client, large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services. An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider.

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 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 4 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 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, technology partners and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned 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

• Must be living in Southern California

• Experience in product or services based sales typically gained over 3-5 years, ideally in a cybersecurity company.

• Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding assigned 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 business relationships with key executives and sponsors within assigned accounts.

• Effective presentation, verbal and written communication skills.

• Strong negotiation experience.

• History of demonstrated achievement exceeding plan and expectations.

• Strong business acumen and ability to correlate business goals with business and cybersecurity risk in support of developing complex security technology and services solutions.

• Experience in building and selling complex and multi-year hardware, software, services, and financing solutions to Fortune 1000 clients.

• Experience in and knowledge of the IT security market, Risk & Compliance market, and competitors.

• Experience selling management consulting services.

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Salary Range Description

$140,000 – $250,000+

The Estimated Hiring Range 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 championing Diversity, Equality, and Inclusion 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, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.  

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