Client Success Specialist- Commercial Sales | Hybrid, Salt Lake City or Kansas City

This position is hybrid with an onsite expectation of Tuesday-Thursday in either our Salt Lake City, UT or Leawood, KS offices.  

The Client Success Specialist is a results-oriented account management professional supporting small-to-medium sized businesses across the United States. This hybrid role combines client success and renewal upgrades and management responsibilities focused on cybersecurity software solutions and related services. 

This individual partners closely with technology partners, internal teams, and clients to manage the renewal lifecycle—from managing renewals to driving client engagement and ensuring long-term retention and margin growth. The role plays a critical part in executing Optiv’s 12-Month Client Journey, supporting recurring revenue, and identifying upsell and cross-sell opportunities. 

How you'll make an impact

• Own and coordinate all aspects of the sales cycle within assigned accounts 

• Build and execute account management plans to drive sales velocity 

• Expertly communicate the value proposition of Optiv’s cybersecurity technologies, services, and expertise 

• Build and maintain strong relationships with clients and key executive stakeholders 

• Maintain a 90% renewal retention rate and consistently achieve assigned sales goals and quotas 

• Act as a liaison between clients, vendors, technical teams, and internal stakeholders 

• Manage and support recurring renewal and maintenance contracts 

• Proactively generate renewal quotes, process orders, and assist with pricing strategies 

• Determine gross margin objectives and recommend optimal pricing approaches 

• Educate clients on contractual terms, renewal timelines, product updates, upcoming launches, and financing options 

• Assist in selling master renewal programs across the client base 

• Manage assets, contracts, RMAs, and renewal touchpoints throughout the contract lifecycle 

• Monitor and mediate client communications to ensure satisfaction and issue resolution 

• Identify upsell opportunities including refreshes, add-ons, and services 

• Assist with client business reviews, satisfaction assessments, and identification of pain points 

• Coordinate technical resources for product demonstrations and proof-of-concepts 

• Aggregate system and performance data for client presentations and reporting 

• Provide ad hoc reporting and support Optiv initiatives as required 

• Ensure compliance with all company policies and standards 

What we're looking for

• Associate’s degree (A.A.) or equivalent experience preferred 

• 2 years of Business-to-Business (B2B) sales and/or client services experience required 

• Prior experience managing renewal contracts preferred 

• Experience in the technology or IT industry preferred 

• Prior experience as an SDR, CSM, or AE valued but not required 

• Proven track record of meeting or exceeding sales quotas

• Intermediate proficiency in Microsoft Outlook, Word, and Excel 

• Ability to prioritize and execute in a fast-paced, request-driven environment 

• Strong ability to work cross-functionally with sales, technical, and support teams 

• Demonstrated success building productive relationships with executives and key decision-makers 

• Experience researching, initiating, and cultivating business relationships 

• Ability to cold call and cold email to generate meetings and advance sales cycles 

• Strong understanding of IT infrastructure, cybersecurity solutions, and competitive landscapes 

• Familiarity with technology partners, distribution channels, and consulting services 

• Knowledge of financing solutions for multi-year hardware, software, and services deals 

• Proficiency with CRM platforms (Salesforce preferred) 

• Excellent presentation, verbal, written, and listening communication skills 

• Highly organized, detail-oriented, and