Sr. Client Director - Cybersecurity - Global Financial Services Segment

A Sr. Client Director represents Optiv on a key corporate account and are considered Optiv’s most strategic clients, based on their current and future business relationships and partnerships.  Sr. Client Director’s drive strong business performance through building and sustaining executive-level relationships, managing account-level profitability, directing and aligning virtual team members across Optiv, and by delivering superior client loyalty, all demonstrated through a strong mix of Optiv’s portfolio.  This role is will be serving a large global Financial Services company with Optiv’s entire portfolio.

How you'll make an impact:

• Can articulate Optiv’s value propositions in terms of the business outcomes to the client and does so in the financial language of the c-level executive
• Establishes proactively strong professional relationships and credibility of key Security and business executives in the corporate account
• Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel
• Acts as business partner to account and “extension” of the customer’s Security team
• Demonstrates breadth and depth of knowledge to position and map Optiv capabilities that align to client business objectives and initiatives
• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in Optiv-conducted surveys and reports.
• Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for Optiv.
• Actively engages the Executive Sponsor and other senior Optiv executives to build strategic relationships with the customer which ensure long-term business opportunities for Optiv
• Builds, monitors, and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break-through initiatives.
• Develops and closes new Optiv solutions opportunities that result in substantial incremental revenue/margins to Optiv
• Proactively manages key partner relationships to strengthen overall solution capabilities and drive greater client value
• Meets quarterly and annual quota
• Builds growth opportunities using the Account Business Plan and actively manages the plan through scheduled review and updates.
• Uses consultative, solution selling and business development skills to align the client’s business needs with Optiv’s solutions.
• Highly developed business development and negotiation skills
• Focuses on client’s key business challenges and drivers to position himself/herself as a trusted advisor
• Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues
• Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools
• Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.
• Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results
• Strong team leadership skills
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure.
• Develops a comprehensive business-case approach in crafting client proposals and in Optiv-internal requests for resource and/or investments.
• Expertise in managing end-to-end sales processes involving complex, multi-country, multi-business unit deals
• Keeps abreast of industry trends as relates to opportunities to create added value for the client
• Knowledge of vertical industry and client’s security, risk and compliance issues
• Demonstrates strong presentation and communication skills
• Knows Optiv’s broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the client

Qualifications for Success:

• Experience in and knowledge of the Cyber Security market and competitors
• 10+ years account management or business management experience
• Experience in building, selling, and negotiating complex and multi-year hardware, software, services and financing solutions to large, complex clients.
• Proven track record of exceeding assigned quotas 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
• Demonstrated ability to build strong and productive business relationships with key executiv