Presales Cybersecurity Principal

Role Overview

• Drive pipeline generation of services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams in all areas relating to AI opportunity
• Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success
• Maintain expert level knowledge of the client’s security environment, business operations, security needs, and risk appetite
• Identify AI related security concerns and/or potential application of AI security and toolsets and determine how they correlate into 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, 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 as it relates to product, services, and/or advisement opportunity
• Clearly articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at an executive level
• Stay abreast of industry trends, news, and maintain a broad understanding of the cybersecurity landscape to facilitate thought leadership, internal and external 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 executive branch (CxO), as well as other relevant personas to develop product and services, advisement, and AI security strategy and define roadmaps to execute on 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; leading new discussions by leveraging peer and industry network contacts performing requirements analysis, and technology selection criteria coordinating demonstrations and security technology evaluations leading cross organizational solutions leveraging Optiv's portfolio
• Interface and partner with the internal Optiv teams to align client expectations as it pertains to the entire Optiv solution portfolio to ensure technology and service implementation and delivery excellence and client satisfaction
• Identify new and emerging technologies and products for internal enablement and exposure to clients
• Promote Optiv’s portfolio and security awareness at speaking events, partner events, writing industry articles and leveraging social media
• Maintains 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 as it pertains to growing Optiv pipeline, closed business, and industry mindshare
• Participate in managing and prioritizing the proposal process to create business proposals, contracts, and response 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
• Expert 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 ten (10) years in an information security role, preferably as a consulting advisor, architect, team leader, director and/or higher
• 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
• Expands and shares broad security related knowledge and continuously expands their expertise in other domains across the portfolio as it pertains to a holistic approach
• Vendor specific certification(s) focused primarily on cybersecurity related focus
• Perform additional duties as directed or needed
• Ability to work in-person and remotely with distributed teams in a decentralized environment
• Valid driver’s license
• Ability to travel within US and Canada, as well as internationally as needed
• CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications desired
• Experience speaking and evangelizing technology and thought leadership and vision at events
• Previous experience leading an information security function or program
• Organizational membership and participation in chapter meetings such as ISACA, ISSA

Tech Stack

• Cyber Security

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)