This Field-based Account Manager role supports strategic growth by selling Optiv security services and technology solutions to key accounts in the greater Denver Area. You will manage the end-to-end sales cycle, coordinate cross-functional stakeholders, and help execute multi-year strategic account plans aligned to Force Management principles.
Role Focus
Own and coordinate the full sales cycle for a select set of strategic accounts. Lead a cross-functional team to design and execute a multi-year strategic account management plan centered on client satisfaction, pipeline development, accurate forecasting, and consistent execution.
Responsibilities
- Sell Optiv security services and security technology solutions to a limited number of strategic accounts.
- Own and coordinate all aspects of the sales cycle for assigned accounts.
- Lead a cross-functional team to build and execute a multi-year strategic account management plan for top accounts.
- Engage clients with a heightened focus on improving client satisfaction.
- Meet with top clients early in the year to understand and document business, technology, and security goals, along with client expectations of Optiv.
- Review goals, expectations, and progress quarterly with top clients, involving Optiv leadership and resources as needed to ensure alignment with client-defined objectives.
- Build trusted, effective, and productive relationships with client executives within assigned accounts.
- Create multi-year strategic account management plans using identified client business, technology, and cybersecurity goals, supported by Optiv’s view of security trends, threats, and perspectives for each account.
- Develop a sales pipeline ideally at 4 times assigned targets and achieve or exceed assigned gross margin targets.
- Manage current and multi-quarter forecasts with accuracy, timeliness, and integrity.
- Execute in alignment with Force Management principles, including MEDDICC and Command of the Message, among others.
- Communicate Optiv’s value proposition as it relates to security services and technology expertise.
- Maintain strong relationships with technology partners and their sales personnel to generate and share leads and support qualified pipeline growth and mutually beneficial opportunities.
- Initiate and/or monitor and mediate communications between clients, technology partners, and relevant members of the extended Optiv team (including technical, sales, and client operations) within each assigned account.
- Maintain collaborative internal communications regarding opportunities, associated requirements, and client satisfaction.
Requirements
- 3-5+ years of product or services-based sales experience in a technology company, ideally cybersecurity.
- Proven ability to build and execute territory and account prospecting and expansion plans with a record of exceeding assigned quotas.
- Experience coordinating cross-functional resources such as sales, pre-sales technical support, and other support personnel.
- Demonstrated ability to build productive 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.
Compensation
USD 140,000 - 250,000 per year
Total Target Compensation: $140,000–$250,000+ Annually. The estimated total target compensation includes base salary and an uncapped bonus plan paid on both new and renewal business.
Location and Work Arrangement
Denver, CO (onsite).
Benefits
- Company commitment to inclusive value through Employee Resource Groups.
- Work/life balance.
- Professional training resources.
- Volunteer opportunities through “Optiv Chips In.”
- Ability and technology necessary to work remotely/from home (where applicable).
Job Application Window
Accepts applicants for a minimum of 4 business days after the job posting date and remains available until an applicant has been selected.
EEO Statement
Optiv is an equal opportunity employer.
