Acquisition Account Manager - Cybersecurity | Remote, NJ

The core responsibility for the Acquisition Account Manager (or Acquisition Client Manager as we call it (ACM)) is driving new business and increasing market share in the New Jersey Territory. You will build relationships with prospects, understand their security needs, and how those needs can be met with Optiv’s technology and security solutions. You will bring together a team of subject matter experts to address the security needs of your clients' and devise industry-leading solutions to their problems.

You’ll develop and execute against a territory coverage plan and consistently meet or exceed revenue targets. You will work with our CRM tool to keep track of your account and opportunity progress and submit timely and accurate forecasts of your business.

• Drive revenue and increase market share in a defined set of accounts, resulting in the acquisition of new customers.

• Develop a territory execution plan to meet or exceed quarterly revenue and new customer targets using a defined target prospect list.

• Research & qualify prospects using business development strategies and completing field based sales activities.

• Manage numerous accounts concurrently & strategically.

• Personally create new leads and relationships with prospects and customers

• Become an expert at articulating OPTIV’s unique value proposition.

• Learn OPTIV’s extensive catalog of service offerings and the local practice leaders who can assist assessing customers needs and fitting services to match them.

• Build trusted, effective and productive relationships with technical, financial and executive decision makers within assigned accounts.

• Create Account Plans for new clients based upon identified business, technology and security goals, coupled with Optiv's understanding of security trends, threats and points of view for each assigned account.

• Build a sales pipeline to ideally 3x assigned targets.

• 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 MEDDIC & Commandofthe Message.

• Build strong, collaborative and productive relationships with technology partners and their respective sales personnel.

• Facilitate all necessary communications between clients, technology partners and members of the extended Optiv team within each assigned account.

• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities.

• 5+ year’s experience working the hiring territory in product and/or services-based sales ideally with a Cyber Security technology company.

• Track record
  of successful prospecting,
  acquiring
  new logos
  and achieving
  sales goals.

• Experience working with partners on net new lead generation.

• Experience in developing consultative relationships with key executives and sponsors within target accounts.

• Proven ability to build and execute territory and account plan.

• Experience engaging cross-functional resources such as sales, pre-sale technical support, and other support personnel in an effective fashion.

• Effective presentation, verbal and written communications skills.

• Negotiation experience

• History of demonstrated achievement exceeding plan and expectations.

• Experience building a book of business and territory execution plans.

• Strong business acumen and ability to correlate business goals with business and cybersecurity risk in support of developing complex security technology and services solutions.

• Experience building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients.

• Experience in and knowledge of the IT security market and competitors.

• Experience in and knowledge of the Risk & Compliance market and competitors.

• A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups ().

• Work/life balance

• Professional training resources

• Creative problem-solving and the ability to tackle unique, complex projects

• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and…