What are the responsibilities and job description for the Federal Client Director position at Optiv?
As a Client Director (CD) you’ll focus on selling Optiv Clearshark services and technology solutions to the Department of Homeland Security and Department of Justice (DHS & DOJ) . You’ll 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 each of your accounts. Members of this cross-functional team may include a Systems Engineer, Inside Sales Representative, Sales Development Representative, on-site Professional Services Engineers, and other Optiv Clearshark personnel. 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.
Development of a multi-year strategic account plan is a core and critical responsibility for the CD. You’ll lead your team to identify and understand your clients’ mission and objectives. Based upon this understanding of the client, you’ll lead your team to collaborate with client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs over a multi-year period. An overarching goal is to establish a trusted relationship with the client that results in Optiv Clearshark being their primary security solution partner and provider.
How you'll make an impact
How you'll make an impact
- Build trusted, effective and productive relationships with DHS & DOJ executives at multiple levels.
- Lead your team to create a multi-year strategic account plan based upon DHS & DOJ mission, technology and security goals, coupled with Optiv Clearshark’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 greater than $2m 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.
- 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.
- Maintain collaborative and effective internal communications with Optiv Clearshark team members relative to specific opportunities, associated requirements and client satisfaction.
What we're looking for
- Experience in solution and services based sales through work in an Information Technology or Security environment typically gained over 7-10 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 with either DHS or DOJ.
- 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 either DHS or DOJ
- Strong presentation, verbal and written communication skills.
- Strong negotiation experience
- 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.
- Experience in building and selling complex and multi-year hardware, software, services and financing solutions to both DHS & DOJ
- Experience in and knowledge of the IT Infrastructure market and competitors.
- Experience selling management consulting services
What you can expect from Optiv
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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 communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv ClearShark 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.
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