Senior Cloud Security Advisor | Remote, AZ, CA, NM

📋 Description

• • Serve as a trusted partner to Optiv’s clients, leveraging advanced business acumen and security practitioner knowledge to design and implement highly defensible and scalable security programs that align with client security initiatives.
• • Combine deep understanding of client environments, business operations, security needs, and risk appetite to identify critical security concerns and map them to Optiv’s strategic solutions across holistic cyber security programs.
• • Drive the generation of services and technologies business, working collaboratively with account and domain teams to meet or exceed quarterly and annual quota objectives, adhering to Optiv’s Standardize Sales Operating Processes (SOPs) for consistent success.
• • Proactively identify cross-sell and upsell opportunities within client accounts and across Optiv’s partner relationships, qualifying leads and partnering with internal colleagues to manage proposals, scope, and ensure successful closure.
• • Participate actively in sales opportunities spanning Optiv's entire portfolio, demonstrating a comprehensive understanding of the company's offerings.
• • Clearly articulate the value proposition of Optiv's technology and services portfolio, demonstrating how specific elements meet the unique needs of client stakeholders, including senior leadership.
• • Maintain a broad and current understanding of the security landscape, industry trends, and emerging threats to provide thought leadership, support, analysis, and guidance to both clients and internal Optiv groups.
• • Collaborate effectively with service delivery teams to ensure the availability of supporting domain specialty materials, fostering a consistent and comprehensive approach to client engagements.
• • Engage with multiple client personas across the security leadership team and other relevant stakeholders to develop robust security strategies and define actionable roadmaps that align with business goals, budgetary constraints, and measurable return on investment.
• • Cultivate and maintain advisory relationships with key client stakeholders by facilitating thought leadership, providing expert support, sharing relevant information, and offering guidance in conjunction with sales partners.
• • Foster and maintain strong working relationships with key Optiv technology partners, strategically aligning with client spending patterns and Optiv's focus areas.
• • Drive the development and implementation of complete security programs to meet client objectives, encompassing both technology and services, through activities such as:
• • Initiating new discussions by leveraging peer and industry network contacts.
• • Conducting thorough requirements gathering analysis and defining technology selection criteria.
• • Coordinating product demonstrations and facilitating security technology evaluations.
• • Driving cross-organizational solutions by leveraging Optiv's comprehensive portfolio.
• • Interface and partner with internal Optiv teams, particularly service delivery liaisons, to ensure client expectations are aligned with the full Optiv solution portfolio, thereby guaranteeing service delivery excellence and high client satisfaction.
• • Identify and champion new and emerging technologies, facilitating internal enablement and introducing them to clients.
• • Promote Optiv’s portfolio and enhance security awareness by participating in speaking events, partner conferences, and leveraging social media platforms, building a reputation as a trusted advisor within the client, partner, peer, and cyber communities.
• • Actively solicit and incorporate client feedback into internal team discussions to drive continuous improvement and refinement of Optiv's offerings and service delivery.
• • Participate diligently in account planning, forecasting, and pipeline management activities to ensure strategic alignment and business development.
• • Manage and prioritize the proposal process, including the creation of business proposals, contracts, and responses to RFIs/RFPs.
• • Pursue ongoing personal development by actively maintaining and acquiring technical capabilities, soft skills, and specialized security knowledge through formal education, certifications, and other professional development avenues.
• • Employ advanced sales techniques, including building connections, facilitating meetings, interpreting client needs, asking probing questions, overcoming objections, building trust, maintaining composure under pressure, effectively positioning solutions, and assisting in the finalization of sales.
• • Develop and deliver compelling presentations and strategic guidance to clients, effectively communicating complex security concepts and solutions.