Acquisition Sales Director

Optiv Security - Salt Lake City, UT

Full-time - Senior

Salt Lake City, UT

Professional, Scientific, and Technical Services

About the position

The Acquisition Sales Director is a strategic sales leadership role focused on driving new business growth in the commercial cybersecurity sector. This position involves developing multi-year account management plans, leading a cross-functional team, and executing complex sales engagements involving hardware, software, consulting, and services. The director will be responsible for building a robust sales pipeline, managing sales forecasts, and ensuring alignment with the company's mission and values to achieve revenue growth.

Responsibilities

• Lead the development of the sales team to sell strategic and complex multi-year engagements.
• Build a large sales pipeline, ideally four times the assigned targets.
• Manage and deliver accurate sales forecasts on a weekly, monthly, quarterly, and annual basis.
• Execute sales strategies aligned with Optiv's Force Management and MEDDICC sales process.
• Ensure client engagement strategies align with Optiv's mission and values, resulting in employee development and revenue growth.
• Establish and maintain relationships with Optiv's Core and Select technology partners.
• Execute marketing campaigns in collaboration with Optiv and vendor partners.
• Manage the assigned annual operating budget effectively.
• Collaborate with other organizations to optimize revenue growth and client satisfaction.
• Identify and leverage best sales practices with peer Regional Directors across North America.

Requirements

• Experience in building and selling complex multi-year hardware, software, services, and financing solutions in Fortune 1000 accounts.
• Knowledge of the IT infrastructure market and competitors.
• Experience in the Risk and Compliance market and competitors.
• Experience selling management consulting services.
• Hands-on experience with CRM software and prospecting tools.
• Experience in developing and executing sales playbooks and KPIs for prospecting.
• Proven experience in recruiting, managing, and coaching sales professionals.
• Strong business acumen with the ability to correlate business goals with cybersecurity risks.
• Ability to build and execute territory and strategic account management plans.
• Strong negotiation, presentation, and communication skills.

Nice-to-haves

• Experience managing security technology and services sales teams for 5-10 years.
• Executive presence and ability to build a strong network of executive relationships.

Benefits

• Commitment to Diversity, Equality, and Inclusion through Employee Resource Groups.
• Work/life balance initiatives.
• Access to professional training resources.
• Opportunities for creative problem-solving on complex projects.
• Volunteer opportunities through "Optiv Chips In" program.
• Technology support for remote work.