Optiv · 5 hours ago
Sr. Client Solutions Advisor
Detroit, MI
Full-time
Remote
Senior Level, Lead/Staff
8+ years exp
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Responsibilities
Drive the generation services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams. Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success.
Maintain advanced knowledge of the client’s security environment, business operations, security needs, and risk appetite. Identify a their security concerns and how they correlate to Optiv’s strategic solutions across the assigned domain and holistic cyber security programs.
Identify cross-sell and upsell opportunities across clients and Optiv's partner relationships. Qualify lead and partner with internal colleagues to determine scope, proposal management, and follow through to closure. Participate in sales opportunities across Optiv's entire portfolio.
Clearly articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at a senior leadership level.
Stay abreast of industry trends, news, and maintain a broad understanding of the security landscape to facilitate thought leadership, support, analysis, and guidance to clients and internal Optiv groups.
Collaborate with service delivery to ensure the team has necessary supporting domain specialty materials that presents a consistent and comprehensive approach.
Effectively work with multiple client personas across the security leadership team, as well as other relevant personas to develop security strategy and define roadmaps to execute on security strategy aligned business goals, budgetary spend, and metrics based on return of investment.
Maintain advisory relationships with key stakeholders at clients by facilitating thought leadership, support, information, and guidance in conjunction with sales partners.
Maintain strong working relationships with relevant Optiv technology partners, based on client spend, and Optiv focus.
Identify and drive complete security programs to meet client objectives across technology and services including; driving new discussions by leveraging peer and industry network contacts; performing requirements gathering analysis, and technology selection criteria; coordinating demonstrations and security technology evaluations; drive cross organizational solutions leveraging Optiv's portfolio.
Interface and partner with the internal Optiv teams, particularly service delivery liaisons, to align client expectations with the entire Optiv solution portfolio to ensure service delivery excellence and client satisfaction.
Identify new and emerging technologies for internal enablement and exposure to clients.
Promotes Optiv’s portfolio and security awareness at speaking events, partner events, and leveraging social media. Builds a reputation as trusted advisor with clients, partners, peers and cyber community resulting in an influential network of contacts.
Listen for client feedback and continually share with internal teams to evaluate and cultivate continuous improvement.
Participate in account planning, forecasting, and pipeline management activities.
Participate in managing and prioritizing the proposal process to create business proposals, contracts, and respond to RFI/RFP’s.
Actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security specific knowledge through formal education, certification, and other avenues.
Advance sales techniques; makes connections, facilitates meetings, reads the room, asks probing questions, overcomes objections, gains trust, maintains composure under pressure, positions solutions, and assist in finalization of sale.
Qualification
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Required
BS/BA or equivalent and applicable work experience.
Minimum of eight (8) years in an information security role, preferably as a consulting advisor, architect, or engineer.
Highly motivated self-starter that does not require day-to-day management.
Ability to work in a highly adaptable and nimble team environment with responsive communication.
Thorough understanding of the current threat landscape, vulnerabilities, and defensive controls.
Strong business and technical acumen and ability to lead technology focused discussions.
Strong presentation, written, and oral communication skills to clients, including whiteboard sessions and other presentation mechanisms.
Strong attention to detail for reviewing statements of work (SOWs), quotes, and client deliverables.
Maintains broad security related knowledge and continuously expands their expertise in other domains across the portfolio.
Vendor specific certification(s) focused primarily on specialty.
Perform additional duties as directed or needed.
Preferred
CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications.
Experience speaking and evangelizing technology vision at events.
Previous experience leading an information security function or program.
Organizational membership and participation in chapter meetings such as ISACA, ISSA, etc.
Benefits
Work/life balance
Professional training resources
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 remotely/from home (where applicable)
Company
Optiv
Optiv is a cyber security solutions provider in North America that help clients plan, build and run successful cyber security programs.
1,001-5,000 employees
Funding
Current Stage
Late StageTotal Funding
unknownKey Investors
CVC Capital PartnersSverica Capital
2023-05-31Debt Financing· Undisclosed
2017-01-01Series Unknown· Undisclosed
2016-12-05Acquired· by Kohlberg Kravis Roberts ($1.9B)
Leadership Team
Nate Brady
Chief Financial Officer
Julie Talbot-Hubbard
Senior Vice President, Cyber Protection and Identity
Recent News
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