Acquisition Client Manager - Ohio Valley
Optiv
Sales & Business Development
Cleveland, OH, USA · Cincinnati, OH, USA
Posted on Feb 26, 2025
The core responsibility for the Acquisitions Client Manager (CM) is driving new business and increasing market share for the Ohio Valley territory. You will build relationships with prospects, understand their security needs, and how those needs can be met with Optiv’s technology and security solutions. You will bring together a team of subject matter experts to address the security needs of your clients' and devise industry-leading solutions to their problems. You'll develop and execute against a territory coverage plan and consistently meet or exceed revenue targets. You will work with our CRM tool to keep track of your account and opportunity progress and submit timely and accurate forecasts of your business.
How you'll make an impact
Drive revenue and increaseThe core responsibility for the Acquisitions Client Manager (CM) is driving new business and increasing market share for the Great Lakes territory. You will build relationships with prospects, understand their security needs, and how those needs can be met with Optiv’s technology and security solutions. You will bring together a team of subject matter experts to address the security needs of your clients' and devise industry-leading solutions to their problems. You'll develop and execute against a territory coverage plan and consistently meet or exceed revenue targets. You will work with our CRM tool to keep track of your account and opportunity progress and submit timely and accurate forecasts of your business. 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 using a defined target prospect list
Research & qualify prospects using business development strategies and completing field based sales activities
Manage numerous accounts concurrently & strategically
Personally create new leads and relationships with prospects and customers
Become an expert at articulating OPTIVs unique value proposition.
Learn OPTIV’s extensive catalog of service offerings and the local practice leaders who can assist assessing customers needs and fitting services to match them.
Build trusted, effective and productive relationships with technical, financial and executive decision makers within assigned accounts.
Create Account Plans for for new clients based upon identified business, technology and security goals, coupled with Optiv's understanding of security trends, threats and points of view for each assigned account.
Build a sales pipeline to ideally 3 times assigned targets.
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.
Build strong, collaborative and productive relationships with technology partners and their respective sales personnel
Facilitate 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.
What we're looking for
5+ year's experience working the hiring territory 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 in an effective fashion.
Effective presentation, verbal and written communication skills.
Negotiation experience
History of demonstrated achievement exceeding plan and expectations.
Experience in building a book of business and territory execution plans
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.
Experience in building and selling complex and multi-year hardware, software, services and financing solutions to Fortune 1000 clients.
Experience in and knowledge of the IT Infrastructure market and competitors.
Experience in and knowledge of the IT security market and competitors.
Experience in and knowledge of the Risk & Compliance market and competitors.
Experience selling management consulting service.
What you can expect from Optiv
- 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 is an equal opportunity employer (EEO). 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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