Federal Client Director - Richmond Virginia

Company: Optiv Security
Location: Richmond, Virginia
Posted On: 01/16/2025

As a Client Director (CD) you'll focus on selling Optiv + Clearshark services and technology solutions to the Department of Homeland Security and Department of Justice (DHS & DOJ). You'll 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 for each of your accounts. Members of this cross-functional team may include a Systems Engineer, Inside Sales Representative, Sales Development Representative, on-site Professional Services Engineers, and other Optiv + Clearshark personnel. 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.Development of a multi-year strategic account plan is a core and critical responsibility for the CD. You'll lead your team to identify and understand your clients' mission and objectives. 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. 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.How you'll make an impact

• Build trusted, effective and productive relationships with DHS & DOJ executives at multiple levels.
• Lead your team to create a multi-year strategic account plan based upon DHS & DOJ mission, technology and security goals, coupled with Optiv + Clearshark'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 greater than $2m annually.
• Manage current and multi-quarter forecasts with a high degree of accuracy, currency and integrity.
• Lead a cross-functional team to execute with discipline and in alignment with Force Management principles such as MEDDICC and Command of the Message, among others.
• 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.
• Maintain collaborative and effective internal communications with Optiv + Clearshark team members relative to specific opportunities, associated requirements and client satisfaction.What we're looking for
  • Experience in solution and services based sales through work in an Information Technology or Security environment typically gained over 7-10 years.
  • Proven ability to build and execute territory and strategic account management plans with a track record of exceeding multi-million-dollar gross margin quotas with either DHS or DOJ.
  • 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.
  • Demonstrated ability to build strong and productive business relationships with key executives and sponsors within either DHS or DOJ.
  • Strong presentation, verbal and written communication skills.
  • Experience in and knowledge of the IT security market and competitors.
  • Experience in and knowledge of the Risk & Compliance market and competitors.
  • History of demonstrated achievement exceeding plan and expectations.
  • Experience in building and selling complex and multi-year hardware, software, services and financing solutions to both DHS & DOJ.
  • Experience in and knowledge of the IT Infrastructure market and competitors.
  • Experience selling management consulting services.
  • Creative problem-solving and the ability to tackle unique, complex projects.
  • The ability and technology necessary to productively work remotely/from home (where applicable).EEO StatementOptiv + ClearShark is an equal opportunity employer. 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.Optiv + ClearShark respects your privacy. By providing your information through this page or applying for a job at Optiv + ClearShark, you acknowledge that Optiv + ClearShark will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv + ClearShark's selection and recruitment activities. For additional details on how Optiv + ClearShark uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.Optiv + ClearShark is a cybersecurity and IT solutions provider focused exclusively on serving the U.S. federal government. From the data center, cloud and to the edge, we have decades of experience securing and modernizing federal agency data and infrastructure. Our world-class advisory and engineering team is comprised of mission-focused, results-driven subject-matter experts with deep technology and agency domain knowledge and security clearances.
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