About the role

Sr. Security Advisor providing Identity security solutions and client advisory at Optiv. Collaborating with teams on client security needs and driving solution uptake.

Responsibilities

Actively participate in the Identity Field Center of Excellence to deliver value to clients by aligning Optiv services with our key technology partner solutions (SailPoint, Saviynt, Ping, Okta, Cisco, CyberArk, BeyondTrust, and Delinea)
Maintain advanced knowledge of the client’s security environment, business operations, security needs, and risk appetite
Identify their security concerns and how they correlate to Optiv’s strategic solutions across the assigned domain and holistic cybersecurity programs
Identify cross-sell and upsell opportunities across clients and Optiv's partner relationships
Qualify leads 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 client stakeholders at a senior leadership level
Drive the generation services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams
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 present 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
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 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
Promote Optiv’s portfolio and security awareness at speaking events, partner events, and leveraging social media
Build 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

Requirements

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 focused on Identity Governance, Digital Access Management (MFA/SSO), Privileged Access Management and Identity Orchestration
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. 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
Ability to hold a government sponsored Secret Clearance

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)

Senior Presales Security Advisor – Identity

at Optiv

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