Principal Advisor, Center of Excellence (AI) - Remote, USA

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Additional Information

This position will be fully remote and can be hired anywhere in the continental U.S. The Principal Advisor, Center of Excellence 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 AI is involved. The Principal Advisor has extensive real-world knowledge in AI 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, products, and partners in all areas of AI. 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 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 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 AI product, services, and/or advisement opportunity Clearly articulate how the necessary elements of the Optiv AI 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 AI 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 AI Effectively work with multiple client personas across the executive branch (CxO), as well as other relevant personas to develop AI product and services, advisement, and AI security strategy and define roadmaps to execute on AI 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 in area of CoE focus and AI 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 AI with the entire Optiv solution portfolio to ensure technology and service implementation and delivery excellence and client satisfaction Identify new and emerging AI 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 as it pertrains to AI 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,

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