Client Director

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

📋 Description

• As an Account Executive, or Client Director as we refer to it, you will concentrate on marketing Optiv security services and security technology solutions to a select group of strategic accounts, generally fewer than 10, located in Southern California.

• You will be accountable for overseeing and coordinating all facets of the sales cycle within your designated account(s) and guiding a cross-functional team in the development and implementation of a multi-year strategic account management plan for each account.

• This cross-functional team will comprise a Client Solution Architect, Executive Advisory Director, and a Client Operations Specialist.

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

• Direct your team in creating a multi-year strategic account management plan based on identified client business, technology, and security objectives, along with Optiv’s insights into security trends, threats, and perspectives for each designated account.

• Develop a robust sales pipeline, ideally achieving 3-4 times the assigned targets within your accounts, and meet or surpass gross margin objectives exceeding $1.5M annually.

• Manage current and multi-quarter forecasts with a high level of accuracy, relevance, and integrity.

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

• Clearly communicate Optiv’s value proposition regarding security services and technology expertise and capabilities.

• Establish strong, collaborative, and productive relationships with technology partners and their sales personnel to share leads and support the development of a qualified pipeline, maximizing mutually beneficial sales opportunities.

• Initiate and/or oversee and facilitate all necessary communications between clients, vendors, and team members (technical, sales, client operations, etc.) within each account.

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

⛳️ Requirements

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

• Proven experience in leading complex sales cycles in large enterprise and Fortune 500 accounts.

• Demonstrated capability to develop and implement territory and strategic account management plans with a history of surpassing multi-million-dollar gross margin quotas.

• Proven ability to lead cross-functional dotted-line teams composed of sales, technical, and support personnel effectively.

• Strong business acumen with the ability to link business goals with business and cybersecurity risks to develop intricate security technology and service solutions.

• Proven track record of building strong and productive business relationships with key executives and stakeholders within assigned accounts.

• Excellent presentation, verbal, and written communication skills.

• Strong negotiation skills.

• Familiarity with the IT security market, Risk & Compliance market, and competitors.

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

🏝️ Benefits

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

• Work/life balance.

• Professional training resources available.

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

• Volunteer opportunities through “Optiv Chips In,” encouraging employees to volunteer and connect with their teams and communities.

• The necessary technology and ability to work productively from home or remotely, where applicable.