Job Description

Nous sommes a la recherche d'un(e) gestionnaire de clientele dynamique et entierement bilingue base(e) a Montreal ou aux alentours pour se joindre a une equipe experimentee et etendre la croissance d'Optiv sur le marche quebecois. Dans ce role, vous serez responsable de l'elaboration et de l'execution d'un plan de vente strategique pour acquerir de nouveaux clients d'entreprise et etendre nos relations au sein de ces comptes. En tant que conseiller de confiance, vous aiderez les organisations a relever des defis complexes en matiere de cybersecurite et vous positionnerez Optiv comme le partenaire incontournable pour securiser leurs activites.
Ce poste est ideal pour un chasseur axe sur les resultats avec de solides competences en vente consultative, une passion pour la cybersecurite et la capacite a prosperer dans un environnement en constante evolution, rapide et axe sur la croissance.
En tant que gestionnaire de clientele (GC), vous serez responsable de la vente des services de securite et des solutions technologiques de securite d'Optiv a quelques comptes strategiques selectionnes (generalement moins de 20) dans un territoire geographique. Vous serez egalement responsable de la gestion et de la coordination de tous les aspects du cycle de vente au sein de vos comptes assignes, ainsi que de diriger une equipe interfonctionnelle pour elaborer et executer un plan strategique pluriannuel de gestion des comptes pour vos principaux comptes. Les membres de cette equipe interfonctionnelle comprendront generalement un architecte de solutions, un specialiste des operations clients et du personnel des pratiques de services, selon ce qui est approprie pour vos comptes.

Le developpement d'un plan pluriannuel de gestion strategique des comptes pour vos principaux comptes est une responsabilite essentielle du GC. Vous identifierez et comprendrez les principales preoccupations de securite de votre client et comment elles correspondent aux solutions d'Optiv qui attenuent ces risques de cybersecurite. Sur la base de cette comprehension du client, vous rassemblerez le personnel technique, les services et le leadership appropries d'Optiv pour collaborer avec votre equipe de direction client principale afin d'affiner et/ou de construire une strategie de securite, et ensuite developper et proposer des solutions pour repondre aux besoins de securite des clients. Dans de nombreux cas, cela prendra la forme de solutions de technologie et de services de securite, et selon les besoins du client, des solutions vastes et complexes comprenant des conseils en gestion de la securite, des technologies de securite materielle et logicielle, des services de conseil, de mise en oeuvre et de support, et a gere les services de securite. Un objectif global est d'etablir une relation de confiance avec le client qui fait d'Optiv son principal partenaire et fournisseur de solutions de securite.

Vous engagerez egalement les clients avec un accent accru sur la satisfaction client toujours amelioree. Cela comprendra des rencontres avec vos principaux clients au debut de l'annee pour comprendre et documenter leurs objectifs d'affaires, technologiques et de securite, ainsi que les attentes des clients envers Optiv en vue d'atteindre ces objectifs. Vous examinerez ces objectifs, attentes et progres avec vos principaux clients chaque trimestre, en mobilisant le leadership et les ressources d'Optiv si necessaire pour vous assurer que vous et Optiv etes sur la bonne voie pour atteindre ou depasser ces objectifs definis par le client.
PRINCIPALES RESPONSABILITESEtablir des relations de confiance, efficaces et productives avec les cadres clients dans le cadre des comptes attribues. Diriger la creation de plans pluriannuels de gestion strategique des comptes, pour les principaux comptes, en fonction des objectifs commerciaux, technologiques et de securite identifies par le client, associes a la comprehension d'Optiv des tendances, menaces et points de vue en matiere de securite pour chaque compte assigne. Construire un grand pipeline de ventes, idealement 4 fois les objectifs assignes, dans les comptes attribues et atteindre/depasser l'objectif de marge brute attribue. Gerer les previsions actuelles et trimestrielles avec un degre eleve de precision, d'actualite et d'integrite. Executer avec discipline et conformement aux principes de la gestion des forces, y compris le MEDDICC et le commandement du message, entre autres. Communiquer efficacement la proposition de valeur d'Optiv en ce qui concerne l'expertise et les capacites des services et technologies de securite. Etablir des relations solides, collaboratives et productives avec les partenaires technologiques et leur personnel de vente respectif pour a la fois obtenir et partager des prospects afin de creer un pipeline qualifie et de maximiser les opportunites de vente mutuellement benefiques. Initier et/ou surveiller et servir de mediateur pour toutes les communications necessaires entre les clients, les partenaires technologiques et les membres de l'equipe elargie d'Optiv (technique, ventes, operations des clients, etc.) dans chaque compte attribue. Maintenir des communications internes collaboratives et efficaces avec les membres de l'equipe d'Optiv concernant les opportunites specifiques, les exigences associees et la satisfaction des clients.

QUALIFICATIONS REQUISESExperience dans la vente de produits ou services generalement acquise sur 2-3 ans, idealement dans une entreprise technologique. Capacite averee a construire et executer des plans de prospection et d'expansion du territoire et compte avec un historique de depassement des quotas assignes. Experience de l'engagement efficace des ressources interfonctionnelles telles que les ventes, le support technique avant-vente et d'autres personnels de soutien. Capacite demontree a etablir des relations d'affaires productives avec les principaux dirigeants et commanditaires dans le cadre de comptes assignes. Presentation efficace, competences en communication verbale et ecrite. Experience en negociation Historique de realisations demontrees depassant le plan et les attentes.

QUALIFICATIONS SOUHAITEESSens aigu des affaires et capacite a correler les objectifs commerciaux avec les risques d'entreprise et de cybersecurite pour soutenir le developpement de solutions complexes en matiere de technologies et de services de securite. Experience de la construction et de la vente de materiel, de logiciels, de services et de solutions de financement complexes sur plusieurs annees a des clients du Fortune 1000. Experience et connaissance du marche de l'infrastructure informatique et des concurrents. Experience et connaissance du marche de la securite informatique et des concurrents. Experience et connaissance du marche de la gestion des risques et de la conformite et des concurrents. Experience dans la vente de services de conseil en gestion.

We are seeking a dynamic, fully bilingual Client Manager based in or around Montreal to join an experienced team and expand Optiv's growth in the Quebec market. In this role, you will be responsible for developing and executing a strategic sales plan to acquire new enterprise clients and expand our relationships within these accounts. Acting as a trusted advisor, you will help organizations navigate complex cybersecurity challenges and position Optiv as the go-to partner for securing their business.
This position is ideal for a results-driven hunter with strong consultative selling skills, a passion for cybersecurity, and the ability to thrive in an ever-changing, fast-paced, growth-focused environment.
As a Client Manager (CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts (typically less than 20) within a geographic territory. You'll also 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 your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist and services practices personnel as appropriate for your accounts.
Development of a multi-year strategic account management plan for your top accounts is a core responsibility for the CM. You'll identify and understand your client's core security concerns and how they correlate to Optiv solutions that mitigate these cybersecurity risks. Based upon this understanding of the client, you'll bring together appropriate Optiv technical, services and leadership personnel to collaborate with your top account client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. In many cases this will take the form of security technology and services solutions, and as appropriate for the client, 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 being their primary security solution partner and provider.
You'll also engage clients with a heightened focus on ever-enhancing client satisfaction. This will include meeting with your top clients early in the year to understand and document their business, technology and security goals, as well as client expectations of Optiv in support of attaining those goals. You'll review these goals, expectations and progress with your top clients quarterly, engaging Optiv leadership and resources as necessary to ensure you and Optiv are on track to achieve or exceed these client-defined goals.
PRIMARY RESPONSIBILITIESBuild trusted, effective and productive relationships with client executives within assigned accounts. Lead creation of multi-year strategic account management plans, for top accounts, 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 4 times assigned targets, within assigned accounts and achieve/exceed assigned gross margin target. 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, among others. 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, technology partners and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned account. Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

REQUIRED QUALIFICATIONSExperience in product or services based sales typically gained over 2-3 years, ideally in a technology company. Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding assigned quotas. Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel in an effective fashion. Demonstrated ability to build productive business relationships with key executives and sponsors within assigned accounts. Effective presentation, verbal and written communication skills. Negotiation experience History of demonstrated achievement exceeding plan and expectations.

DESIRED QUALIFICATIONSStrong 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 services.

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What you can expect from OptivA 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. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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