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Company

Optiv + ClearShark · 7 hours ago

Federal Client Director

Columbia, MD

Full-time

Remote

Director/Executive

7+ years exp

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Information Technology & Services

No H1B

Security Clearance Required

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Responsibilities

Focused on both growth and retention of established business with the Maryland based Intelligence Community customer.

Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.

Lead your team to create a multi-year strategic account management plan based upon identified client business, technology and security goals, coupled with Optiv’s understanding of security trends, threats, and points of view for each assigned account.

Build a large sales pipeline, ideally 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $2M annually.

Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.

Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as MEDDICC and Command of the Message, among others.

Effectively 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 to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.

Initiate and/or monitor and mediate all necessary communications between clients, vendors and members of your team (technical, sales, client operations, etc.) within each account.

Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

Qualification

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SolutionServices salesAccount management plansCross-functional team leadershipBusiness acumenIT security market knowledgeRisk & Compliance market knowledgeBuilding client relationshipsSales pipeline managementUnderstanding security trendsTechnology partner collaborationClient satisfaction focusNegotiation experience

Required

Experience in solution and services based sales through work in an Information Technology or Security environment typically gained over 7-10 years.

Current and prior experience working with the Maryland based Intelligence Community customer and partner ecosystem.

Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.

Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.

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.

Demonstrated ability to build strong and productive business relationships with key executives and sponsors within assigned accounts.

Strong presentation, verbal and written communication skills.

Strong negotiation experience.

Experience in and knowledge of the IT security market and competitors.

Experience in and knowledge of the Risk & Compliance market and competitors.

History of demonstrated achievement exceeding plan and expectations.

Active Top Secret/SCI security clearance