Account Executive – Cybersecurity

This is a fully remote position, open to applicants in Texas.

📋 Description

• This role is entirely remote, specifically within the Houston Metro area.

• You will concentrate on promoting Optiv security services and technology solutions to a limited number of key strategic accounts (usually fewer than 10) within a designated geographical territory.

• You will take ownership and coordinate all facets of the sales cycle for your assigned account(s), leading a cross-functional team to develop and implement a multi-year strategic account management plan for each account.

• Crafting a multi-year strategic account management plan is a fundamental and vital duty for the Client Director.

• You will guide your team in identifying and comprehending your client’s primary business objectives and how these relate to reducing business and cybersecurity risks.

• Additionally, you will lead your team with an increased emphasis on continuously enhancing client satisfaction. This involves meeting with clients at the beginning of the year to understand and document their business, technology, and security goals, along with their expectations of Optiv to support achieving those objectives.

• You will review these goals, expectations, and progress with your clients on a quarterly basis, bringing in Optiv executives and resources as needed to ensure your team remains on track to meet or exceed these client-defined goals.

• Foster trusted, effective, and productive relationships with client executives at various levels within assigned accounts.

• Develop a multi-year strategic account management plan based on identified client business, technology, and security goals, aligned with Optiv’s insights on security trends, threats, and perspectives for each assigned account.

• Create a robust sales pipeline, ideally 3-4 times your assigned targets, within assigned accounts and achieve or surpass gross margin objectives exceeding $3.5M annually.

• Maintain accurate, current, and integrity-focused management of current and multi-quarter forecasts.

• Lead a cross-functional team to execute with discipline and in accordance with Force Management principles such as MEDDICC and Command of the Message, among others.

• Effectively articulate Optiv’s value proposition in relation to security services and technological expertise and capabilities.

• Establish strong, collaborative, and productive relationships with technology partners and their sales personnel to both acquire and share leads, thereby building a qualified pipeline and maximizing mutually beneficial sales opportunities.

• Initiate, monitor, and mediate all essential communications between clients, vendors, and your team members (technical, sales, client operations, etc.) within each account.

• Sustain collaborative and effective internal communications with Optiv team members concerning specific opportunities, associated requirements, and client satisfaction.

⛳️ Requirements

• A minimum of 7-10 years of experience in solution and services-based sales, typically gained in an Information Technology or Security environment.

• Proven track record of building and executing territory and strategic account management plans, with a history of exceeding multi-million-dollar gross margin quotas.

• Demonstrated capability to lead cross-functional dotted-line teams consisting of sales, technical, and support personnel effectively.

• Strong business acumen with the ability to connect business goals to business and cybersecurity risks in the development of complex security technology and services solutions.

• Proven ability to cultivate strong and productive business relationships with key executives and sponsors within assigned accounts.

• Excellent presentation, verbal, and written communication skills.

• Solid negotiation experience.

• Familiarity with the IT security market and its competitors.

• Knowledge of the Risk & Compliance market and its competitors.

• A history of demonstrated success in exceeding plans and expectations.

• Preferred skills include experience in constructing and selling complex, multi-year hardware, software, services, and financing solutions to Fortune 1000 clients.

• Knowledge of the IT Infrastructure market and its competitors.

• Experience in selling management consulting services.

🏝️ Benefits

• A company dedicated to our inclusive values through our Employee Resource Groups.

• Support for work/life balance.

• Access to professional training resources.

• Opportunities for creative problem-solving and tackling unique, complex projects.

• Volunteer opportunities through “Optiv Chips In,” encouraging employees to engage and contribute to their teams and communities.

• The requisite technology and resources to effectively work remotely or from home (where applicable).