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

📋 Description

• • Serve as a trusted partner to Optiv's clients, leveraging advanced business and security practitioner knowledge to design robust and scalable security solutions.
• • Develop and implement security programs that align with clients' strategic security initiatives, ensuring a highly defensible posture.
• • Utilize extensive real-world experience to craft pragmatic security solutions tailored to each client's unique operational environment.
• • Provide consistent and expert security guidance to clients and internal sales teams on all sales opportunities, acting as a subject matter expert.
• • Collaborate with domain specialists and experts to drive thought leadership and innovative cybersecurity solutions, powered by Optiv's ecosystem of people, products, and partners.
• • Actively drive the generation of services and technologies business, working in partnership with account and domain teams to meet or exceed quarterly and annual quota objectives.
• • Adhere to Optiv's Standardized Sales Operating Processes (SOPs) to ensure consistent success and efficient workflow.
• • Maintain a deep and current understanding of each client's security environment, business operations, specific security needs, and risk appetite.
• • Proactively identify client security concerns and articulate how they correlate with Optiv's strategic solutions across the assigned domain and broader cybersecurity programs.
• • Discover and capitalize on cross-sell and upsell opportunities within client accounts and through Optiv's partner relationships.
• • Qualify leads effectively and collaborate with internal colleagues to manage scope, develop proposals, and ensure successful closure of opportunities.
• • Participate in and contribute to sales opportunities across Optiv's entire portfolio, demonstrating a comprehensive understanding of offerings.
• • Clearly and concisely articulate how the essential components of the Optiv technology and services portfolio directly address the specific needs of client stakeholders, including senior leadership.
• • Stay informed about the latest industry trends, news, and developments within the security landscape to foster thought leadership, provide support, conduct analysis, and offer guidance to clients and internal Optiv groups.
• • Partner with service delivery teams to ensure the availability of necessary supporting domain specialty materials, promoting a consistent and comprehensive approach to client engagements.
• • Effectively engage with diverse client personas, including security leadership and other relevant stakeholders, to develop strategic security plans and define actionable roadmaps.
• • Ensure security strategy execution aligns with business goals, budgetary constraints, and metrics-driven return on investment.
• • Cultivate and maintain advisory relationships with key client stakeholders by facilitating thought leadership, providing support, sharing information, and offering guidance in conjunction with sales partners.
• • Nurture and maintain strong working relationships with relevant Optiv technology partners, prioritizing those aligned with client spend and Optiv's strategic focus.
• • Identify and drive the implementation of complete security programs designed to meet specific client objectives, encompassing both technology and services.
• • Initiate new client discussions by leveraging personal peer and industry network contacts.
• • Conduct thorough requirements gathering, analysis, and technology selection criteria development.
• • Coordinate and manage demonstrations and security technology evaluations to showcase capabilities and suitability.
• • Drive the integration of cross-organizational solutions by leveraging Optiv's comprehensive portfolio.
• • Act as a liaison 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.
• • Actively promote Optiv’s portfolio and cybersecurity awareness through speaking engagements, partner events, and strategic use of social media.
• • Build and enhance a reputation as a trusted advisor among clients, partners, peers, and the broader cyber community, cultivating an influential network of contacts.
• • Actively solicit and incorporate client feedback, sharing insights with internal teams to drive continuous improvement and service enhancement.
• • Participate actively in account planning, forecasting, and pipeline management activities to contribute to business growth strategies.
• • Manage and prioritize the proposal process, including the creation of business proposals, contracts, and responses to RFIs/RFPs.
• • Commit to personal development by continuously maintaining and expanding technical capabilities, soft skills, and security-specific knowledge through formal education, certifications, and other professional development avenues.
• • Employ advanced sales techniques, including making connections, facilitating meetings, reading audience dynamics, asking probing questions, overcoming objections, building trust, maintaining composure under pressure, effectively positioning solutions, and assisting in the finalization of sales.
• • Drive thought leadership and client engagement through presentations, workshops, and strategic discussions.