Acquisition Account Manager – Cybersecurity
Optiv
full-time
Posted on:
Location Type: Remote
Location: Ohio • United States
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Tech Stack
About the role
- Drive revenue and increase market share in a defined set of accounts, resulting in the acquisition of new customers
- Develop a territory execution plan to meet or exceed quarterly revenue and new customer targets using a defined target prospect list
- Research & qualify prospects using business development strategies and completing field based sales activities
- Manage numerous accounts concurrently & strategically
- Personally create new leads and relationships with prospects and customers
- Become an expert at articulating OPTIV’s unique value proposition.
- Learn OPTIV’s extensive catalog of service offerings and the local practice leaders who can assist assessing customers needs and fitting services to match them.
- Build trusted, effective and productive relationships with technical, financial and executive decision makers within assigned accounts.
- Create Account Plans for new clients based upon identified business, technology and security goals, coupled with Optiv's understanding of security trends, threats and points of view for each assigned account.
- Build a sales pipeline to ideally 3 times assigned targets.
- 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.
- Build strong, collaborative and productive relationships with technology partners and their respective sales personnel
- Facilitate all necessary communications between clients, technology partners and members of the extended Optiv team within each assigned account.
- Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities.
Requirements
- 5 + year's experience working the hiring territory in product and/ or services-based sales ideally with a Cyber Security technology company.
- Track record of successful prospecting, acquiring new logos and achieving sales goals
- Experience working with partners on net new lead generation
- Experience in developing consultative relationships with key executives and sponsors within target accounts.
- Proven ability to build and execute territory and account plan.
- Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel in an effective fashion.
- Effective presentation, verbal and written communication skills.
- Negotiation experience
- History of demonstrated achievement exceeding plan and expectations.
- Experience in 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 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 Infrastructure market and competitors.
- Experience in and knowledge of the IT security market and competitors.
- Experience in and knowledge of the Risk & Compliance market and competitors.
- Experience selling management consulting service.
Benefits
- 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)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
salesbusiness developmentprospectingterritory execution planningaccount planningnegotiationconsultative sellinglead generationsales forecastingcyber security solutions
Soft Skills
communicationrelationship buildingcollaborationpresentation skillsbusiness acumenstrategic thinkingproblem solvinginterpersonal skillsdisciplineadaptability