Area Vice President (AVP) - West Enterprise (San Fran OR Phoenix AZ) at Optiv Security in Los Angeles, California

Posted in Other 8 days ago.

Job Description:

At Optiv, we're on a mission to help our clients make their businesses more secure. We're one of the fastest growing companies in a truly essential industry.

In your role at Optiv, you'll be inspired by a team of the brightest business and technical minds in cybersecurity. We are passionate champions for our clients, and know from experience that the best solutions for our clients' needs come from working hard together. As part of our team, your voice matters, and you will do important work that has impact, on people, businesses and nations. Our industry and our company move fast, and you can be sure that you will always have room to learn and grow. We're proud of our team and the important work we do to build confidence for a more connected world.

As an Area Vice President (AVP) you'll be responsible for leading 5-6 front line sales leaders (regional directors) across 5-6 enterprise regions. Each region is comprised of 10-12 Client Managers. These teams sell Optiv security services and security technology solutions to clients within a geographic territory. A core responsibility for leading your team is to optimize profitable revenue growth, engage with clients with focus on becoming their go-to strategic partner for cybersecurity solutions and guidance, and to continually focus on enhancing client satisfaction. You'll be expected to guide your team with a goal of developing pipeline 4x target, and forecasting with accuracy, integrity and timeliness. You'll also be responsible for recruiting, coaching and developing both new-hire and highly experience sales leaders.

In leading your team, you'll reinforce Optiv's strategy to identify and understand our client's core business objectives and how they correlate to mitigating business and cybersecurity risk. You'll lead from the front, coaching your sales leaders and client managers alike, to continually elevate their sales approach to be more deeply collaborate with client leadership to refine and/or build a security strategy, and subsequently develop and propose solutions to address client security needs. For many clients, these proposals may be single project solutions. You'll bring deep experience in deal structure to the role. For the largest clients across your Area, your goal is to lead your teams to build larger and more complex solutions comprised of security consulting, security technologies, implementation and integration services, and managed security services including technology support 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 support your sales team, meeting with their largest 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 guide team members to review these goals, expectations and progress with their largest clients quarterly, engaging Optiv leadership and resources as necessary to ensure your team is on track to achieve or exceed these client-defined goals. The ideal candidate has led and managed sales teams in the security technology and services industries, with a consistent track record of sales target achievement is critical for this role.

Experience in and commitment to executing with precision, high-performance and disciplined sales management, specifically in the areas of forecast accuracy, account planning, CRM usage and pipeline development and progression is a critical pre-requisite.

How you'll make an impact:
    • Recruit, develop, manage and coach sales leaders to create a culture of success, collaboration and ongoing business goal achievement, with demonstrated commitment to building and leading a team respectful of a diverse working population.
    • Guide your sales leaders and teams to build trusted, effective and productive relationships with client executives at multiple levels within their respective territories.
    • Lead your team's development to sell more strategic and complex (hardware, software, consulting, services, and financing) multi-year engagements.
    • Build a large sales pipeline, ideally 4 times assigned targets in support of achieving / exceeding assigned Area and Region targets.
    • Manage with unwavering commitment to develop and deliver accurate and timely weekly, monthly, quarterly and annual sales forecasts.
    • Lead team to execute with discipline and in alignment with Optiv's approach to Force Management and MEDDICC sales process and performance management.
    • Ensure client engagement strategies are aligned with Optiv's mission, values, cultures and value proposition and that they result in employee development and revenue growth.
    • Establish and maintain collaborative and mutually beneficial relationships with Optiv's Focus, Core and Select technology partners at field and executive levels of their organizations.
    • Execute Optiv and vendor partner marketing campaigns.
    • Effectively and collaboratively work with other organizations (Services, Client Operations, Human Resources and Executive Leadership Team) to optimize revenue growth and client satisfaction.
    • Identify, refine and leverage best sales practices with peer AVPs across North America.

Qualifications for success:
    • Minimum of 2 years in an executive sales leadership role specifically at the 2nd line level.
    • Proven experience leading technology and services sales teams over 7-10 years, with a track record of multi-million-dollar gross margin quota attainment.
    • Unwavering commitment and experience recruiting, managing and coaching sales leaders and professionals to create a culture of success, collaboration and ongoing business goal achievement, with demonstrated commitment to building and leading a team respectful of a diverse working population.
    • Experience developing sales leaders and professionals, with diplomacy and respect, to enhance performance or manage them out of the business.
    • Strong business acumen and ability to correlate business goals with business and cybersecurity risk in support of developing complex security technology and services solutions.
    • Executive presence and ability to build and proactively leverage a strong network of executive relationships to expand client, partner, candidate and internal relationships.
    • Experience in building and selling complex and multi-year hardware, software, services and financing solutions in Fortune 1000 accounts.
    • Experience guiding the organization to build and execute strategic account management plans culminating in highly complex and ideally multi-year hardware, software, services and consulting solutions to large clients.
    • Ability to lead cross-functional dotted-line teams comprised of sales, technical and support personnel in a highly effective fashion.
    • Strong negotiation, presentation, verbal and written communications skills.

Desired Qualifications
    • Experience in and knowledge of the IT infrastructure and cloud market and competitors.
    • Experience in and knowledge of the Risk and Compliance market and competitors.
    • Experience in and knowledge of the Identify and Data Management market and competitors.
    • Experience selling Managed Security Services.

If you are seeking a culture that supports growth, fosters success and moves the industry forward, find your place at Optiv! As a market-leading provider of cyber security solutions, Optiv has the most comprehensive ecosystem of security products and partners to deliver unparalleled services. Our rich and successful history with our clients is based on trust, serving more than 12,000 clients of varying sizes and industries, including commercial, government and education. We have the proven expertise to plan, build, and run successful security programs across Risk Management, Cyber Digital Transformation, Threat Management, Security Operations - Managed Services and Identity and Data Management.

With Optiv you can expect:

• A company committed to championing Diversity, Equality and Inclusion through Affinity groups including but not limited to, Women's Network, Optiv Pride, Black Employee Network, and Veterans Support Network.

• Work/life balance. We offer "Recharge" a flexible, time-off program that encourages eligible employees to take the time they need to recharge

• Professional training resources, including tuition reimbursement

• 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 remote/from home (where applicable)

Optiv 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.