Additional Information
This position will be hybrid and can be hired in Iowa, Minnesota or Chicagoland.
Job Posting Summary:
The Sr. Solutions Advisor plays a critical role in serving as a trusted partner to Optiv's clients. By combining advanced business and security practitioner knowledge, the Senior SA 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. The Senior SA has extensive real-world knowledge 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 specialist and experts, the Senior SA will drive thought leadership and inspired cyber security 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 and domain teams. Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success.
Maintain advanced knowledge of the client's security environment, business operations, security needs, and risk appetite. Identify a their security concerns and how they correlate to 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.
Clearly articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at a senior 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 necessary supporting domain specialty materials that presents a consistent and comprehensive approach.
Effectively work with multiple client personas across the security leadership team, as well as other relevant personas to develop security strategy and define roadmaps to execute on security 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;
driving new discussions by leveraging peer and industry network contacts
performing requirements gathering analysis, and technology selection criteria
coordinating demonstrations and security technology evaluations
drive cross organizational solutions leveraging Optiv's portfolio
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.
Identify new and emerging technologies for internal enablement and exposure to clients.
Promotes Optiv's portfolio and security awareness at speaking events, partner events, and leveraging social media. Builds 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.
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.
Advance 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.
Optiv · Chicago, IL