Presales Security Advisor | Remote, Western Canada

📋 Description

• • As a Presales Security Advisor (SA) at Optiv Security Inc., you will be a pivotal figure in our client engagement strategy, acting as a trusted partner to design and deliver cutting-edge security solutions. This remote role, based in Western Canada (Edmonton, Calgary, or Vancouver), requires a unique blend of sales acumen and deep, practical cybersecurity expertise.
• • You will be instrumental in driving the generation of services and technologies business, working collaboratively with dedicated sales teams to meet and exceed quarterly and annual quota objectives. Adherence to Optiv's Standardized Sales Operating Processes (SOPs) will be key to achieving consistent success in this client-facing role.
• • A core responsibility involves developing a profound understanding of each client's security environment, their overarching business operations, specific security needs, and their defined risk appetite. You will adeptly identify their critical security concerns and articulate how these align with Optiv’s strategic solutions across various security domains and their holistic cybersecurity programs.
• • You will actively contribute to Optiv's Field Center of Excellence for your assigned domain, leveraging your expertise to position Optiv services and our key technology partners' products effectively, thereby delivering tangible value to our clients.
• • A significant aspect of the role includes identifying and capitalizing on cross-sell and upsell opportunities within client accounts and across Optiv's extensive partner ecosystem. This involves qualifying leads, collaborating with internal colleagues on proposal development, and managing opportunities through to successful closure, participating in sales opportunities across Optiv's entire portfolio.
• • You will be expected to clearly articulate how the integrated Optiv technology and services portfolio addresses the specific needs of client stakeholders, particularly at the leadership level, demonstrating a strategic understanding of their business challenges.
• • Staying abreast of the latest industry trends, emerging threats, and the dynamic security landscape is crucial. This knowledge will empower you to facilitate thought leadership, provide expert support, conduct insightful analysis, and offer guidance to both clients and internal Optiv teams.
• • Collaboration with our service delivery teams is essential to ensure they are equipped with the necessary supporting domain specialty materials, fostering a consistent and comprehensive approach to client solutions.
• • You will work effectively with diverse client personas across their security teams, as well as other relevant business units, to co-develop robust security strategies and define actionable roadmaps. These roadmaps will align with business goals, budgetary constraints, and measurable metrics focused on return on investment.
• • Cultivating and maintaining advisory relationships with key client stakeholders will be a continuous effort, achieved through facilitating thought leadership, providing ongoing support, sharing relevant information, and offering expert guidance in conjunction with your sales partners.
• • You will foster and maintain strong working relationships with relevant Optiv technology partners, prioritizing those aligned with client investments and Optiv's strategic focus areas.
• • A key deliverable is the design and solutioning of complete security programs tailored to client objectives, encompassing both technology and services. This includes facilitating new client discussions through leveraging your peer and industry network contacts, performing thorough requirements gathering and analysis, defining technology selection criteria, and coordinating product demonstrations and security technology evaluations.
• • You will interface and partner closely with internal Optiv teams, especially service delivery liaisons, to ensure client expectations are seamlessly aligned with the entire Optiv solution portfolio, guaranteeing service delivery excellence and high client satisfaction.
• • Actively listening for and gathering client feedback is vital. This feedback will be consistently shared with internal teams to drive continuous improvement and refinement of our offerings and service delivery.
• • You will actively participate in account planning, forecasting, and pipeline management activities, contributing to the strategic direction and financial health of your assigned accounts.
• • A significant part of the role involves managing and prioritizing the proposal process, including the creation of comprehensive business proposals, contracts, and responses to RFIs/RFPs.
• • Continuous personal development is expected, including maintaining and acquiring new technical capabilities, honing soft skills, and expanding security-specific knowledge through formal education, certifications, and other professional development avenues.
• • You will employ proficient sales techniques, including making connections, facilitating meetings, reading the room, asking probing questions, overcoming objections, building trust, maintaining composure under pressure, effectively positioning solutions, and assisting in the finalization of sales.
• • Expertise in one or more of the following domains is required: Data Protection & AI; Cloud Security/DevSecOps; Endpoint Security; Identity; Network Security; Offensive Security; Operations (SOC, SIEM, SOAR, UEBA, Threat Intelligence); Strategy & Risk Management.