Account Manager - Great Lakes Enterprise | Grand Rapids, MI

Account Manager

This position requires employee to reside in Grand Rapids, MI. As an Account Manager, you'll focus on selling Optiv security services and security technology solutions to a select few strategic accounts within the Michigan - Great Lakes Region. 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. Development of a multi-year strategic account management plan for your top accounts is a core responsibility. You'll identify and understand your client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks. Based upon this understanding of the client, you'll bring together appropriate Optiv technical, services and leadership personnel to collaborate with your top account client leadership to refine and / or build a security strategy and subsequently develop and propose solutions to address client security needs. An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider. You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with your top 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 top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are 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 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 assigned gross margin target.
• 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 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 :

What you can expect from Optiv :

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