Sr. Client Manager - Cybersecurity - NorCal Enterprise

As a Senior Client Manager (Sr. CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts within the San Francisco Bay Area. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts.    Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist, and an Executive Advisory Director and services practices personnel as appropriate for your accounts. 

Development of a multi-year strategic account management plan for your top accounts is a core and critical responsibility for the Sr. CM.  You'll identify and understand your client's core business objectives and how they correlate to mitigating business and cybersecurity risk.  Based upon this understanding of the client, you'll bring together appropriate Optiv technical, Executive Advisory and leadership personnel to collaborate with your top account client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs over a multi-year period.  Ideally this will take the form of very large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services.  An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider.

You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of attaining those goals.  You’ll review these goals, expectations and progress with your clients quarterly, engaging Optiv executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals.

How you'll make an impact

• Build trusted, effective and productive relationships with client executives at multiple levels 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 gross margin target in excess of $2M annually.

• 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.

What we're looking for

• Minimum 5-7 years of experience as an individual contributor selling Cybersecurity Solutions and Services in the San Francisco Bay Area.

• Strong, established relationships with Key Accounts and OEM partners in local territory.

• SLED experience in Northern California a plus.

• 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.

<