Client Director

As an Account Executive (or Client Director as we call it (CD)) you’ll focus on selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 10) in Southern California. You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), and leading a cross-functional team to build and execute a multi-year strategic account management plan for each of your accounts. Members of this cross-functional team will include a Client Solution Architect, Executive Advisory Director, and a Client Operations Specialist. For clarity, the CD will lead this team, although team members will be managed from a human relations perspective by managers within their respective organizations. As such, the CD is not considered to be a people management position but rather the leader of sales execution with support of your team.How you'll make an impactBuild trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.Lead your team to create a multi-year strategic account management plan 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 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $1.5M annually.Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as 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, vendors and members of your team (technical, sales, client operations, etc.) within each 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 10+ years.Experience leading complex sales cycles in large enterprise and F500 accounts.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 ...