This position will be fully remote and located in Ottowa, Canada
The Principal Advisor 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 Offensive Security is involved. The Principal Advisor has extensive real-world knowledge in Threat/Offensive Security/Application Security 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 Offensive Security 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 Offensive Security 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 Offensive Security 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 Offensive Security product, services, and/or advisement opportunity.
Clearly articulate how the necessary elements of Offensive Security 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 Offensive Security 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 Offensive Security solutions.
Effectively work with multiple client personas across the executive branch (CxO), as well as other relevant personas to develop Offensive Security product and services, advisement, and security strategy and define roadmaps to execute on Offensive 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 Offensive Security peers.
Identify and drive security programs to meet client objectives across Offensive Security 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 Offensive Security 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 Offensive Security integrations with other key partners.
Promote Optiv’s portfolio and security awareness including our Offensive Security 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 Offensive Security 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.
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 Offensive Security.
Strong business and technical acumen and ability to lead technology focused discussions as it pertains to Offensive Security.
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 Offensive Security.
Vendor specific certification(s) focused primarily on Offensive Security and related industry certification areas.
Ability to hold a government sponsored Secret Clearance.
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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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