What are the responsibilities and job description for the Sr Client Manager position at Optiv Security?
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.
The information below covers the role requirements, expected candidate experience, and accompanying qualifications.
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 impact
- Build 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 for
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.
EEO Statement
Optiv 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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Salary : $140,000 - $250,000
