Account Manager - Cybersecurity

Optiv is seeking a Field-based Account Manager to manage strategic cybersecurity accounts across an assigned territory in Texas. This client-facing role supports the full sales cycle, builds multi-year account plans, and partners with internal teams to execute against client goals and satisfaction priorities.

This position is responsible for selling Optiv security services and security technology solutions to a select set of strategic accounts within the assigned geography. The Account Manager owns and coordinates end-to-end sales activities, leads a cross-functional team for multi-year strategic account management planning, and conducts quarterly goal reviews with an emphasis on client satisfaction.

• Sell Optiv security services and security technology solutions to strategic accounts in the assigned geography.
• Own and coordinate all aspects of the sales cycle for assigned accounts.
• Lead cross-functional efforts to build and execute a multi-year strategic account management plan for top accounts.
• Develop trusted, effective relationships with client executives across assigned accounts.
• Create multi-year strategic account management plans for top accounts based on identified client business, technology, and cybersecurity goals, aligned with Optiv’s understanding of security trends, threats, and perspectives for each account.
• Build a sales pipeline, ideally 4 times assigned targets, and achieve or exceed the assigned gross margin target.
• Manage current and multi-quarter forecasts with high accuracy, currency, and integrity.
• Execute sales activities in alignment with Force Management principles, including MEDDICC and Command of the Message
  , among others.
• Communicate Optiv’s value proposition related to security services and technology expertise and capabilities.
• Build collaborative relationships with technology partners and their sales personnel to gain and share leads, supporting qualified pipeline creation and mutually beneficial opportunities.
• Initiate and/or monitor and mediate communications among clients, technology partners, and the extended Optiv team (technical, sales, client operations, and others) within each assigned account.
• Maintain effective internal communication regarding opportunities, requirements, and client satisfaction.
• Engage clients with a heightened focus on continuous client satisfaction improvement.
• Meet with top clients early in the year to understand and document business, technology, and security goals, along with client expectations of Optiv.
• Review goals, expectations, and progress with top clients quarterly, engaging Optiv leadership and resources as needed to stay on track toward client-defined goals.

• 3 to 5 years of product or services-based sales experience, typically in a technology company, ideally cybersecurity.
• Proven ability to build and execute territory and account prospecting and expansion plans, with a track record of exceeding assigned quotas.
• Experience effectively engaging cross-functional resources, including sales, pre-sales technical support, and other support personnel.
• Demonstrated ability to build productive business relationships with key executives and sponsors in assigned accounts.
• Strong presentation skills and effective verbal and written communication.
• Negotiation experience.
• History of achievement exceeding plan and expectations.

Houston, TX (onsite). This is a field-based role supporting strategic account coverage in the assigned geography.

• A company committed to inclusive value through Employee Resource Groups
• Work/life balance
• Professional training resources
• Volunteer Opportunities: "Optiv Chips In" encourages employees to volunteer and engage with teams and communities
• Ability and technology necessary to work productively remotely/from home (where applicable)

This role aligns to the qualification profile of candidates with product or services-based sales experience, territory and account expansion capability, cross-functional collaboration experience, executive relationship building, communication and negotiation skills, and a demonstrated record of exceeding expectations.