Acquisition Account Manager - Cybersecurity

About This Role

Drive new business and increase market share in the New Jersey Territory by building relationships with prospects, understanding their security needs, and positioning Optiv’s cybersecurity solutions. Lead a team of subject matter experts to devise industry-leading solutions and meet or exceed revenue targets.

Responsibilities

• 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
• Research & qualify prospects using business development strategies and completing field-based sales activities
• Manage numerous accounts concurrently & strategically
• Create new leads and relationships with prospects and customers
• Articulate Optiv's unique value proposition and extensive catalog of service offerings
• Build trusted, effective relationships with technical, financial and executive decision makers within assigned accounts
• Create Account Plans for new clients based on identified business, technology, and security goals
• Build a sales pipeline to ideally 3 times assigned targets
• Manage current and multi-quarter forecasts with a high degree of accuracy and integrity
• Execute with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message
• Build strong, collaborative relationships with technology partners and their sales personnel

Requirements

• 5+ years experience 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-sales technical support, and other support personnel
• Effective presentation, verbal and written communication 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
• 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

Qualifications

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

Skills

* Required skills

Benefits