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6 months ago
Acumin Consulting
OTE Salary band: £40k - £50k
Company benefits: Company car, Uncapped commission
Location: London
Job type: Permanent
Business sector: B2B
Category: IT Sales Jobs

Midmarket Account Manager - Disruptive Cyber Security Services and Solution Integrator

 The Midmarket Account Manager will report to the Sales Director – Europe

About Optiv Security:

Optiv is a pure play cyber security solutions and services integrator.  Headquartered in Denver in the United States, Optiv is pursuing an aggressive global expansion strategy which includes rapid expansion in the European cyber security market.  Optiv offers clients a full end to end cyber security solution capability. 

From strategy, advisory and consulting, through technology architecture and product selection, to ongoing managed services.  Optiv works with a broad range of market-leading vendors, and also has its own research and advisory teams who provide real-world intelligence and views on the market and vendor landscape. 

Primary Responsibilities:

  1. Identify new midmarket/SME sales prospects within the UK and Ireland, working directly with end user prospects and clients and liaising with relevant vendors and partners. A sales professional focused on driving new logo business that will make up the majority of the candidates business.  A select number of existing B end customer accounts may be allocated to upsell and cross sell incremental European elements of the Optiv portfolio.
  2. Drive Cyber Security margin for Optiv
  3. Build a strong pipeline of opportunities with focus on new accounts in the region.
  4. This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new margin.
  5. Understand relevant vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  6. Develop deep understanding of product capabilities and value proposition in the Cyber Security Solutions, Consulting and Managed Services sector
  7. Create and attend 6 to 8 client meetings per week
  8. Be fluent in presenting to executive level prospects in a highly effective manner
  9. Engage and utilize the full support and capability of the Optiv organization as part of the growth plans
  10. Meet and exceed both short-term margin goals as well as build consistent long-term margin potential through pipeline generation
  11. Attend industry forums, tradeshows, and events as required.

Requirements of the Candidate:

  1. A minimum of 3 years’ experience selling complex solutions at senior management and executive levels within the UK market
  2. Worked for a security services provider.  Managed services and consulting services as well as integrated solutions
  3. Educated to degree level or equivalent
  4. Strong, successful, proven background in selling security solutions to Enterprise customers
  5. An established network of contacts at major enterprise accounts in the region
  6. Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles, with the ability to match to selling process
  7. Must be a proven hunter, self-starter and a strong closer with a demonstrable track record of success
  8. Experience and accuracy of working with sales forecasting and CRM tools – SFDC.
  9. Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners.
  10. Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
  11. Position requires day-to-day and overnight travel. Overseas travel when required.

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