Senior Account Manager – Cybersecurity

This is a fully remote position, open to applicants in North Carolina, +1 more state.

📋 Description

• Promote Optiv's security services and technology solutions to clients in the state, local, and education sectors across the North Carolina/South Carolina region.

• Manage and oversee all elements of the sales process within designated SLED accounts.

• Lead a collaborative team to formulate and implement long-term strategic account management plans for key accounts.

• Interact with clients with a strong emphasis on consistently improving client satisfaction.

• Meet with key clients at the start of the year to understand and document their business, technology, and security objectives, as well as their expectations from Optiv.

• Conduct quarterly reviews of goals, expectations, and progress with top clients, engaging Optiv leadership and resources as needed.

• Establish trusted, effective, and productive relationships with client executives.

• Develop sales pipelines that ideally reach four times the assigned targets within designated accounts and achieve or exceed gross margin objectives.

• Accurately manage current and multi-quarter forecasts with a high level of integrity and currency.

• Operate in accordance with Force Management principles, including MEDDICC and Command of the Message.

• Articulate Optiv’s value proposition concerning security services and technology proficiency.

• Foster relationships with technology partners and their sales teams to generate and share leads.

• Initiate, oversee, and facilitate communications among clients, technology partners, and Optiv teams.

• Ensure effective internal communication regarding opportunities, requirements, and client satisfaction.

⛳️ Requirements

• A minimum of 5-7 years of experience in product or services sales, preferably within a technology organization.

• At least 5 years of experience selling to state, local, education clients, or public sector clients including the Federal government.

• Must reside in North Carolina.

• Proven capability to create and implement territory and account prospecting and expansion strategies with a history of surpassing assigned quotas.

• Experience in effectively engaging cross-functional resources such as sales, pre-sales technical support, and other support teams.

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

• Strong presentation, verbal, and written communication skills.

• Experience in negotiation.

• A history of consistently exceeding plans and expectations.

🏝️ Benefits

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

• A strong emphasis on work/life balance.

• Access to professional training resources.

• Opportunities for creative problem-solving and the ability to engage in unique, complex projects.

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

• The necessary tools and technology to work productively from home or remotely (when applicable).