Optiv · 2 days ago

Client Manager - Remote, USA

Boston, MA

Full-time

Remote

Entry, Mid Level

$140K/yr - $250K/yr

2+ years exp

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Responsibilities

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

Lead creation of multi-year strategic account management plans, for top accounts, 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 4 times assigned targets, within assigned accounts 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, 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, technology partners and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned 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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Sales strategy developmentClient relationship managementCybersecurity solutionsBusiness acumenIT Infrastructure knowledgeIT security market knowledgeRisk & Compliance knowledgeManagement consulting services sales

Required

Experience in product or services based sales typically gained over 2-3 years, ideally in a technology company.

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.

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 services.