Channel Account Manager
Cyberhaven
Cyber Security
Acquisition Account Manager, Cybersecurity Sales
Optiv
full-time
Posted on:
Origin: • 🇺🇸 United States • District of Columbia
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- Responsible for new business sales for Optiv security services and security technology solutions to new Enterprise accounts in the DMV Metro Area
- Own and coordinate all aspects of the sales cycle within assigned accounts, and lead a cross-functional team to build and execute a multi-year strategic account management plan for top accounts
- Build and execute against a territory coverage plan and consistently deliver on quarterly revenue targets
- Build relationships with prospects and understand their security needs and how they correlate to Optiv solutions
- Bring together Optiv technical, services and leadership personnel to refine and/or build a security strategy and develop and propose solutions
- Propose large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services
- Establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider
- Lead creation of multi-year strategic account management plans, based upon identified client business, technology and security goals
- Build a large sales pipeline, ideally 4 times assigned targets, 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
- 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
- Initiate and/or monitor and mediate all necessary communications between clients, technology partners and members of the extended Optiv team
- Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction
Requirements
- Experience in product or services based sales typically gained over 5-7 years in a cyber or SaaS technology company
- Experience working with partners on net new lead generation
- Experience developing relationships with new customers and serving as a consultant
- 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
- Negotiation experience
- History of demonstrated achievement exceeding plan and expectations
- Experience building a book of business and territory execution plans
- Strong business acumen and ability to correlate business goals with business and cyber security risk in support of developing complex security technology and services solutions
- Experience building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients
- Experience selling management consulting services
