Account Manager - Cybersecurity

Optiv is seeking a Field-based Account Manager to manage strategic cybersecurity accounts across an assigned territory in Texas. This client-facing role supports the full sales cycle, builds multi-year account plans, and partners with internal teams to execute against client goals and satisfaction priorities.

Role Overview

This position is responsible for selling Optiv security services and security technology solutions to a select set of strategic accounts within the assigned geography. The Account Manager owns and coordinates end-to-end sales activities, leads a cross-functional team for multi-year strategic account management planning, and conducts quarterly goal reviews with an emphasis on client satisfaction.

Key Responsibilities

• Sell Optiv security services and security technology solutions to strategic accounts in the assigned geography.
• Own and coordinate all aspects of the sales cycle for assigned accounts.
• Lead cross-functional efforts to build and execute a multi-year strategic account management plan for top accounts.
• Develop trusted, effective relationships with client executives across assigned accounts.
• Create multi-year strategic account management plans for top accounts based on identified client business, technology, and cybersecurity goals, aligned with Optiv’s understanding of security trends, threats, and perspectives for each account.
• Build a sales pipeline, ideally 4 times assigned targets, and achieve or exceed the assigned gross margin target.
• Manage current and multi-quarter forecasts with high accuracy, currency, and integrity.
• Execute sales activities in alignment with Force Management principles, including MEDDICC and Command of the Message, among others.
• Communicate Optiv’s value proposition related to security services and technology expertise and capabilities.
• Build collaborative relationships with technology partners and their sales personnel to gain and share leads, supporting qualified pipeline creation and mutually beneficial opportunities.
• Initiate and/or monitor and mediate communications among clients, technology partners, and the extended Optiv team (technical, sales, client operations, and others) within each assigned account.
• Maintain effective internal communication regarding opportunities, requirements, and client satisfaction.
• Engage clients with a heightened focus on continuous client satisfaction improvement.
• 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 with top clients quarterly, engaging Optiv leadership and resources as needed to stay on track toward client-defined goals.

Required Qualifications

• 3 to 5 years of product or services-based sales experience, typically in a technology company, ideally cybersecurity.
• Proven ability to build and execute territory and account prospecting and expansion plans, with a track record of exceeding assigned quotas.
• Experience effectively engaging cross-functional resources, including sales, pre-sales technical support, and other support personnel.
• Demonstrated ability to build productive business relationships with key executives and sponsors in assigned accounts.
• Strong presentation skills and effective verbal and written communication.
• Negotiation experience.
• History of achievement exceeding plan and expectations.

Location and Work Setting

Houston, TX (onsite). This is a field-based role supporting strategic account coverage in the assigned geography.

Benefits

• A company committed to inclusive value through Employee Resource Groups
• Work/life balance
• Professional training resources
• Volunteer Opportunities: “Optiv Chips In” encourages employees to volunteer and engage with teams and communities
• Ability and technology necessary to work productively remotely/from home (where applicable)

Additional Information

This role aligns to the qualification profile of candidates with product or services-based sales experience, territory and account expansion capability, cross-functional collaboration experience, executive relationship building, communication and negotiation skills, and a demonstrated record of exceeding expectations.