Optiv Security - Chicago, IL
posted 3 months ago
The Portfolio Security Advisor (SA) 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. In partnership with domain specialists and experts, the SA will facilitate thought leadership and inspire cyber security solutions powered by our ecosystem of people, products, and partners. In this role, you will drive the generation of services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams. You will follow the Optiv Standardized Sales Operating Processes (SOPs) to achieve consistent success. Understanding and maintaining knowledge of the client's security environment, business operations, security needs, and risk appetite is essential. You will identify their security concerns and how they correlate to Optiv's strategic solutions across the assigned domain and holistic cyber security programs. Additionally, you will 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. You will participate in sales opportunities across Optiv's entire portfolio, clearly articulating how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at the leadership level. Staying abreast of industry trends, news, and maintaining a broad understanding of the security landscape will facilitate thought leadership, support, analysis, and guidance to clients and internal Optiv groups. Collaboration with service delivery is crucial to ensure the team has the necessary supporting domain specialty materials that present a consistent and comprehensive approach. You will effectively work with multiple client personas across the security team, as well as other relevant personas to develop security strategy and define roadmaps to execute on security strategy aligned with business goals, budgetary spend, and metrics based on return on investment. Maintaining advisory relationships with key stakeholders at clients by facilitating thought leadership, support, information, and guidance in conjunction with sales partners is a key responsibility. You will also maintain strong working relationships with relevant Optiv technology partners, based on client spend and Optiv focus. Designing and solutioning complete security programs to meet client objectives across technology and services will involve facilitating new discussions by leveraging peer and industry network contacts, performing requirements gathering analysis, and technology selection criteria, as well as coordinating demonstrations and security technology evaluations. You will 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. Listening for client feedback and continually sharing with internal teams to evaluate and cultivate continuous improvement is essential. Participation in account planning, forecasting, and pipeline management activities will also be part of your role, along with managing and prioritizing the proposal process to create business proposals, contracts, and respond to RFI/RFPs. Finally, you will actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security-specific knowledge through formal education, certification, and other avenues.