What You'll DoDrive end-to-end sales strategy for a key federal civilian account, guiding all stages of the sales cycle from discovery to execution. Develop and maintain a strategic account plan aligned with the client’s long-term business and security objectives, leveraging insights into evolving cyber threats and technology trends. Lead a cross-functional team to design and deliver comprehensive, multi-year security solutions that directly support mission outcomes.
Establish Optiv + ClearShark as the primary security partner by building strong executive-level relationships and consistently demonstrating value. Engage with client leadership early in the fiscal year to define goals, document expectations, and align on progress through regular reviews. Maintain a robust sales pipeline—ideally three to four times annual targets—and ensure forecast accuracy across current and future quarters.
Collaborate with internal stakeholders and technology partners to identify opportunities, share leads, and coordinate communications across technical and operational teams. Champion client needs internally while ensuring alignment across all functions to support retention and revenue growth.
Requirements
- 7–10 years of experience in technology or security-based solution sales
- Proven track record selling to top-tier federal civilian agencies
- History of exceeding multi-million-dollar gross margin targets
- Experience building and executing strategic account plans
- Ability to lead cross-functional teams across sales, technical, and support roles
- Strong understanding of business drivers and their relationship to cyber and compliance risk
- Skilled in developing complex security solutions involving hardware, software, services, and financing
- Experience selling management consulting services to large enterprise clients
- Familiarity with IT security, risk & compliance, and IT infrastructure markets and competitors
- Excellent communication, presentation, and negotiation abilities
- Consistent overachievement against sales goals
Preferred Qualifications
- Active Top Secret/SCI security clearance
Benefits
- Comprehensive benefits package
- Uncapped bonus plan based on new and renewal business performance
