Optiv Security
Sr Client Manager
Optiv Security, Newport Beach, California, us, 92659
As a Senior Client Manager (Sr. CM), you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20)
within Southern California . You'll also 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 top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist, and an Executive Advisory Director and services practices personnel as appropriate for your accounts.You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with 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 clients quarterly, engaging Optiv executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals.How you'll make an impactBuild trusted, effective and productive relationships with client executives at multiple levels within assigned 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 gross margin target in excess of $2M annually.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 forExperience in solution and services based sales through work in an Information Technology or Security environment typically gained over 5-7 years.Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.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 executives and sponsors within assigned accounts.Strong presentation, verbal and written communication skills.Experience in and knowledge of the IT security market and competitors.Experience in and knowledge of the Risk & Compliance market and competitors.History of demonstrated achievement exceeding plan and expectations.Salary Range Description$140,000 – $250,000+The Estimated Hiring Range for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.Creative problem-solving and the ability to tackle unique, complex projectsVolunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.The ability and technology necessary to productively work remotely/from home (where applicable)EEO StatementOptiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities.About Us
We work alongside clients to manage cyber risk and equip them with perspectives and programs to accelerate business progress.Our real-world experience, deep vertical expertise and diverse teams enable us to face any challenge with confidence. We put you at the center of our unmatched ecosystem of people, products, partners and programs to design and implement agile solutions. Our adaptive approach continually assesses risk in the context of cyber and broader objectives to secure today's business and fortify it for the future.At Optiv, we manage cyber risk so you can secure your full potential.
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within Southern California . You'll also 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 top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist, and an Executive Advisory Director and services practices personnel as appropriate for your accounts.You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with 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 clients quarterly, engaging Optiv executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals.How you'll make an impactBuild trusted, effective and productive relationships with client executives at multiple levels within assigned 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 gross margin target in excess of $2M annually.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 forExperience in solution and services based sales through work in an Information Technology or Security environment typically gained over 5-7 years.Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas.Demonstrated ability to lead cross-functional dotted-line teams comprised of sales, technical, and support personnel in a highly effective fashion.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 executives and sponsors within assigned accounts.Strong presentation, verbal and written communication skills.Experience in and knowledge of the IT security market and competitors.Experience in and knowledge of the Risk & Compliance market and competitors.History of demonstrated achievement exceeding plan and expectations.Salary Range Description$140,000 – $250,000+The Estimated Hiring Range for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.Creative problem-solving and the ability to tackle unique, complex projectsVolunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.The ability and technology necessary to productively work remotely/from home (where applicable)EEO StatementOptiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities.About Us
We work alongside clients to manage cyber risk and equip them with perspectives and programs to accelerate business progress.Our real-world experience, deep vertical expertise and diverse teams enable us to face any challenge with confidence. We put you at the center of our unmatched ecosystem of people, products, partners and programs to design and implement agile solutions. Our adaptive approach continually assesses risk in the context of cyber and broader objectives to secure today's business and fortify it for the future.At Optiv, we manage cyber risk so you can secure your full potential.
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