Acquisition Account Manager - Cybersecurity | Remote, NJ

The core responsibility for the Acquisition Account Manager (or Acquisition Client Manager as we call it (ACM)) is driving new business and increasing market share in the New Jersey 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 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 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 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 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. 

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