The posting
This position will be fully remote and can be hired anywhere in the continental U.S.
The Principal Cybersecurity Advisor (or Principal Advisor as we call it) plays a critical role in serving as a trusted partner to Optiv’s clients. By combining advanced business and security practitioner knowledge, the Principal Advisor designs security solutions using some of the most advanced security services and technologies to achieve highly defensible and scalable security programs to align with the clients’ security initiatives wherever Cisco and Splunk is involved. The Principal Advisor has extensive real-world knowledge in Cisco and Splunk and can design pragmatic security solutions tailored to each client’s unique environment and provide our clients and sellers with consistent security expertise on all sales opportunities. In partnership with domain specialists and experts, the Principal Advisor will drive thought leadership and inspired cyber security solutions powered by our ecosystem of people and services in all areas of Cisco and Splunk’s products and solutions.
How you’ll make an impact
- 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 Cisco and Splunk 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 Cisco and Splunk related security toolset application and determine how they correlate into 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 as it relates to Cisco and Splunk product, services, and/or advisement opportunity.
- Clearly articulate how the necessary elements of Cisco and Splunk technology and Optiv 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 Cisco and Splunk portfolio 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 to Cisco and Splunk’s solutions.
- Effectively work with multiple client personas across the executive branch (CxO), as well as other relevant personas to develop Cisco and Splunk product and services, advisement, and Cisco and Splunk security strategy and define roadmaps to execute on Cisco and Splunk 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 Cisco and Splunk peers.
- Maintain strong working relationships with Cisco and Splunk teams and leadership, based on client spend, Optiv CoE focus, and Cisco and Splunk portfolio solutions and Optiv services.
- Identify and drive security programs to meet client objectives across Cisco and Splunk portfolio solutions and Optiv 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 Cisco and Splunk with 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 pertaining to Cisco and Splunk integrations with other key partners.
- Promote Optiv’s portfolio and security awareness including our Cisco and Splunk partnership value add 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 and Cisco and Splunk 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, Cisco and Splunk 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.
What we’re looking for
- 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 as it pertains to Cisco and Splunk.
- Strong business and technical acumen and ability to lead technology focused discussions as it pertains to Cisco and Splunk.
- 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 to Cisco and Splunk.
- Vendor specific certification(s) focused primarily on Cisco and Splunk and related industry certification areas of CoE 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 or other valid government accepted identification.
- Ability to travel within US and Canada, as well as internationally as needed.
- CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications that may relate to Cisco and Splunk.
- Experience speaking and evangelizing technology and Cisco and Splunk 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, ISS, etc
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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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