Client Manager
3 days ago
We are seeking a highly skilled Client Manager to join our team at Optiv. As a Client Manager, you will be responsible for selling Optiv security services and security technology solutions to a select few enterprise accounts within Southern California.
Key Responsibilities- Build trusted, effective, and productive relationships with client executives within assigned accounts.
- Lead the creation of multi-year strategic account management plans for top accounts, based on 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 four times assigned targets, within assigned accounts and achieve/exceed assigned gross margin 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, 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.
- Must be living in Southern California.
- Experience in product or services-based sales, typically gained over 3-5 years, ideally in a cybersecurity 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.
- Strong negotiation experience.
- History of demonstrated achievement exceeding plan and expectations.
- Strong business acumen and ability to correlate business goals with business and cybersecurity 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 security market, Risk & Compliance market, and competitors.
- Experience selling management consulting services.
Optiv is a company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups. We offer a comprehensive compensation and benefits package, including a salary range of $84,500.00 to $110,500.00 Annual, and the ability to participate in a variable incentive-based bonus plan.
We are an equal opportunity employer and welcome applications from all qualified candidates. For additional details on how Optiv uses and protects your personal information in the application process, please click here to view our Applicant Privacy Notice.
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