Account Executive, Federal - TS | Washington, DC Metropolitan

As an Account Executive (or Client Director (CD) as we call it), you’ll focus on selling Optiv ClearShark's security services and security technology solutions to accounts within a Large Federal Civilian agency . You’ll be responsible for owning and coordinating all aspects of the sales cycle within your assigned account(s), 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 will include a Client Solution Architect, Executive Advisory Director, Client Operations Specialist, and one or more Client Associates.  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.  As such, the CD is not considered to be a people management position but rather the leader of sales execution with support of your team. Development of a multi-year strategic account management plan is a core and critical responsibility for the CD.  You’ll lead your team to identify and understand your client’s core business objectives and how they correlate to mitigating business and cyber security risk.  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.  Ideally this will take the form of very large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services.  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. You’ll also lead your team with a heightened focus on ever-enhancing client satisfaction.  This will include meeting with clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv ClearShark in support of attaining those goals.  You’ll review these goals, expectations and progress with your clients quarterly, engaging Optiv ClearShark executives and resources as necessary to ensure that your team is on track to achieve or exceed these client-defined goals. How you'll make an impact Focus on both growth and retention of established business with a Large Federal Civilian agency . Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts. Lead your team to create a multi-year strategic account management plan 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 3-4 times assigned targets, within assigned accounts and achieve/exceed gross margin objectives in excess of $2M annually. Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity. 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, vendors and members of your team (technical, sales, client operations, etc.) within each 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 Active Top Secret/SCI security clearance preferrable. Experience ... (truncated, view full listing at source)