Sr. Account Manager - SLED | Philadelphia Metro

This position requires employee to reside in the Philadelphia Metro area

As a SLED Sr. Account Manager (or Sr. Client Manager (SCM) as we call it), you'll be responsible for selling Optiv security services and security technology solutions to State, Local and Education accounts within a geographic territory. This territory will be within the Philadelphia Metro area (Philadelphia, Harrisburg, Allentown).  You'll 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 accounts.  Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts.

The development of a multi-year strategic account management plan focused on SLED accounts is a core responsibility for this SCM role.  You'll identify and understand your client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks.  Based upon this understanding of the client, you'll bring together appropriate Optiv technical, services 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. In many cases this will take the form of security technology and services solutions, and as appropriate for the client, 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 engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with your top 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 top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals. 

How you’ll make an impact

• Build trusted, effective and productive relationships with key leaders within assigned State, Local, & Education (SLED) 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.

What we’re looking for

• Experience in product or services-based sales typically gained over 4+ years, ideally in a technology company.

• 5+ years’ experience focused on selling to the Federal government, SLED agencies, or public sector clients.

• Reside in the Philadelphia Metro area (Philadelphia, Harrisburg, Allentown).  

• 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 wit