Strategic Account Executive

2 weeks ago

Chicago, Illinois, United States Optiv Full time

Position Overview
As a Client Relationship Director, you will take charge of promoting Optiv's security services and technological solutions to a select group of strategic accounts, typically fewer than 20, within your designated territory.

Key Responsibilities
Your role will encompass managing and orchestrating all facets of the sales process within your assigned accounts. You will lead a cross-functional team to develop and implement a comprehensive multi-year strategic account management plan tailored for your key accounts.

This team will often include a Solutions Architect, Client Operations Specialist, and relevant service personnel as necessary for your accounts.

Strategic Planning
Creating a multi-year strategic account management plan for your top accounts is a fundamental aspect of your responsibilities. You will identify and comprehend your clients' primary security challenges and how they align with Optiv's solutions designed to mitigate these cybersecurity threats.

With this insight, you will collaborate with the appropriate Optiv technical, services, and leadership teams to refine and/or establish a security strategy, ultimately developing and proposing solutions that address the clients' security requirements.

Often, this will involve complex security technology and service solutions, including management consulting, hardware and software security technologies, advisory services, implementation, support services, and managed security services.

Building Relationships
A key objective is to cultivate a trusted partnership with the client, positioning Optiv as their primary security solution provider. You will engage clients with a strong emphasis on enhancing client satisfaction, which includes meeting with your top clients to understand and document their business, technology, and security objectives, as well as their expectations of Optiv in achieving those goals.

These goals and expectations will be reviewed quarterly with your top clients, involving Optiv leadership and resources as needed to ensure alignment with client-defined objectives.

Impact and Performance
You will:

  • Establish trusted, effective, and productive relationships with client executives within assigned accounts.
  • Lead the development of multi-year strategic account management plans based on identified client business, technology, and security objectives, alongside Optiv's insights into security trends and threats.
  • Build a robust sales pipeline, ideally four times the assigned targets, within your accounts and achieve or exceed gross margin targets.
  • Maintain accurate and current forecasts with a high degree of integrity.
  • Execute with discipline in alignment with Force Management principles, including MEDDICC and Command of the Message.
  • Effectively communicate Optiv's value proposition related to security services and technological expertise.
  • Foster strong, collaborative relationships with technology partners and their sales teams to generate and share leads, maximizing mutually beneficial sales opportunities.
  • Initiate and oversee all necessary communications between clients, technology partners, and the extended Optiv team.
  • Ensure effective internal communication with Optiv team members regarding specific opportunities and client satisfaction.

Qualifications
We are looking for candidates with:

  • A background in product or service-based sales, ideally within a technology firm, with 2-3 years of experience.
  • A proven track record of developing and executing territory and account expansion plans, consistently exceeding quotas.
  • Experience engaging cross-functional resources effectively.
  • Demonstrated ability to build productive relationships with key executives within assigned accounts.
  • Strong presentation, verbal, and written communication skills.
  • Negotiation experience and a history of exceeding performance expectations.
  • Strong business acumen, capable of correlating business objectives with cybersecurity risks to develop complex security solutions.
  • Experience in selling intricate hardware, software, services, and financing solutions to Fortune 1000 clients.
  • Knowledge of the IT Infrastructure, IT security, and Risk & Compliance markets.
  • Experience in selling management consulting services.

What We Offer
Optiv is dedicated to fostering Diversity, Equality, and Inclusion through our Employee Resource Groups. We provide:

  • Work/life balance
  • Professional training resources
  • Creative problem-solving opportunities
  • Volunteer opportunities through "Optiv Chips In"
  • The necessary technology to work remotely when applicable

Equal Opportunity Employer
Optiv is an equal opportunity employer. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, veteran status, or any other basis protected by law.

For more information on how Optiv handles personal information during the recruitment process, please refer to our Applicant Privacy Notice.

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