This position will be fully remote and located in or near Toronto, Canada
The Presales Security Advisor (or Security Advisor / SA as we call it) plays a critical role in serving as a trusted partner to Optiv’s clients. By combining sales skills and broad security practitioner knowledge, the SA designs security solutions for assigned clients. Aligned with their client's security initiatives and alongside a dedicated sales team, the SA advises and designs solutions for highly defensible and scalable security programs using some of the most advanced security services and technologies. The SA has real-world knowledge and can design pragmatic security solutions tailored to each client’s unique environment and provide clients and sellers with consistent security expertise on all sales opportunities.
The SA will provide expertise in one or more of the following Domains: Data Protection & AI; Cloud Security/DevSecOps; Endpoint Security; Identity; Network Security; Offensive Security; Operations (SOC, SIEM, SOAR, UEBA, Threat Intelligence); Strategy & Risk Management. The SA will facilitate thought leadership and inspire cybersecurity solutions powered by our ecosystem of people, products, and partners.
How you'll make an impact
Drive the generation services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account teams. Following the Optiv Standardized Sales Operating Processes (SOPs) to achieve consistent success.
Understand and maintain 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 domains and holistic cybersecurity programs.
Actively participate in the Field Center of Excellence for the assigned domain and position Optiv services and our key technology partners and their products to deliver value to clients.
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 the client stakeholders at the 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 the necessary supporting domain specialty materials that present a consistent and comprehensive approach.
Effectively work with multiple client personas across the security team, as well as other relevant personas, to develop a security strategy and define roadmaps to execute on the security strategy aligned with 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.
Design and solution complete security programs to meet client objectives across technology and services including;
facilitating new discussions by leveraging peer and industry network contacts
performing requirements gathering analysis, and technology selection criteria
coordinating demonstrations and security technology evaluations
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.
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.
Proficient sales techniques; makes connections, facilitates meetings, reads the room, asks probing questions, overcomes objections, gains trust, maintains composure under pressure, positions solutions, and assists in finalization of sale.
What we're looking for
BS/BA or equivalent and/or applicable work experience.
Minimum of five (5) years in an information security role, preferably as a consulting advisor, architect, or engineer focused on expertise in at least one of the following Domains: Data Protection & AI; Cloud Security/DevSecOps; Endpoint Security; Identity; Network Security; Offensive Security; Operations (SOC, SIEM, SOAR, UEBA, Threat); Strategy & Risk Management.
Highly motivated self-starter who 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 the specialty.
Perform additional duties as directed or needed.
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What you can expect from Optiv
A company committed to our inclusive value through our Employee Resource Groups
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)
EEO Statement
Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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