Senior Client Solutions Advisor - New Jersey

14 Minutes ago • 8 Years + • $200,000 PA - $250,000 PA

Sales

Job Description

The Senior Client Solutions Advisor (Senior Portfolio Security Advisor) acts as a trusted partner to Optiv's clients, designing advanced security solutions by combining business and security practitioner knowledge. This role involves creating defensible and scalable security programs aligned with client initiatives, providing consistent security expertise, and driving thought leadership. Key responsibilities include driving services and technology business, maintaining client security knowledge, identifying cross-sell opportunities, articulating Optiv's portfolio value, and staying updated on industry trends.

Good To Have:

CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications.
Experience speaking and evangelizing technology vision at events.
Previous experience leading an information security function or program.
Organizational membership and participation in chapter meetings such as ISACA, ISSA, etc.

Must Have:

Drive services and technologies business to meet or exceed quota objectives.
Maintain advanced knowledge of client’s security environment, business operations, security needs, and risk appetite.
Identify cross-sell and upsell opportunities across clients and partner relationships.
Clearly articulate how Optiv technology and services portfolio meet client needs at senior leadership level.
Stay abreast of industry trends, news, and maintain broad understanding of the security landscape.
Collaborate with service delivery to ensure consistent and comprehensive approach.
Effectively work with multiple client personas to develop security strategy and define roadmaps.
Maintain advisory relationships with key stakeholders at clients.
Maintain strong working relationships with relevant Optiv technology partners.
Identify and drive complete security programs to meet client objectives across technology and services.
Interface and partner with internal Optiv teams to align client expectations and ensure service delivery excellence.
Identify new and emerging technologies for internal enablement and client exposure.
Promote Optiv’s portfolio and security awareness at events and social media.
Listen for client feedback and continually share with internal teams for 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/RFPs.
Actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security specific knowledge.
Advance sales techniques.
Minimum of eight (8) years in an information security role, preferably as a consulting advisor, architect, or engineer.
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.
Strong attention to detail for reviewing statements of work (SOWs), quotes, and client deliverables.
Maintains broad security related knowledge and continuously expands their expertise.
Vendor specific certification(s) focused primarily on specialty.
Ability to work in-person and remotely with distributed teams.
Valid driver’s license or other valid government accepted identification.
Ability to travel within assigned region or accounts, as well as internationally as needed.

Perks:

A company committed to championing Diversity, Equality, and Inclusion through 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").
The ability and technology necessary to productively work remotely/from home (where applicable).

Add these skills to join the top 1% applicants for this job

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The Senior Client Solutions Advisor aka. Senior Portfolio Security Advisor (SA) 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.

What we’re looking for

BS/BA or equivalent and applicable work experience.
Minimum of eight (8) years in an information security role, preferably as a consulting advisor, architect, or engineer.
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.
Maintains broad security related knowledge and continuously expands their expertise in other domains across the portfolio.
Vendor specific certification(s) focused primarily on specialty.
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 assigned region or assigned accounts, as well as internationally as needed.

Preferred experience

CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications.
Experience speaking and evangelizing technology vision at events.
Previous experience leading an information security function or program.
Organizational membership and participation in chapter meetings such as ISACA, ISSA, etc.

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Total Target Compensation

$200,000 – $250,000+ Annually

The Estimated Total Target Compensation for this role includes base salary and an uncapped bonus plan where you are paid both on new and renewal business. It is informed by (but not limited to) various factors including responsibilities of the position, work experience, education/training, internal peer equity, geography, as well as other market influences when extending an offer. The disclosed range has not been adjusted for these factors. Optiv offers a comprehensive compensation and benefits package, of which salary is a component.

What you can expect from Optiv

A company committed to championing Diversity, Equality, and Inclusion 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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About Us

We work alongside clients to manage cyber risk and equip them with perspectives and programs to accelerate business progress.

Our real-world experience, deep vertical expertise and diverse teams enable us to face any challenge with confidence. We put you at the center of our unmatched ecosystem of people, products, partners and programs to design and implement agile solutions. Our adaptive approach continually assesses risk in the context of cyber and broader objectives to secure today's business and fortify it for the future.

At Optiv, we manage cyber risk so you can secure your full potential.