Sr. Domain Security Advisor/Architect - Identity | Remote, USA

The Sr. Domain Security Advisor and Architect (DSA) – Identity is the representative expert in a dedicated geography and brings deep business experience and advanced security practitioner knowledge for understanding a client's requirements within their domain. The role will focus on providing expertise in the Identity Domain and focus on Identity-based technologies such as IAM, DAM, PAM, and IGA.

The Sr. DSA – Identity aligns 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 Sr. DSA – Identity has extensive real-world experience 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 Sr. DSA – Identity will drive thought leadership and inspire cyber security solutions powered by our ecosystem of people, products, and partners.

How you’ll make an impact

• Drive the generation of domain related services and technologies business to meet or exceed quarterly and annual quota objectives in assigned domain specialty in partnership with the account and portfolio teams. Follows the Optiv Standardized Sales Operating Processes (SOPs) to achieve consistent success.
• Maintain knowledge of the client’s security environment, business operations, security needs, and risk appetite. Identify their security concerns and how they correlate to Optiv’s strategic solutions across the assigned domain and holistic cyber security programs. Proactively present solutions to clients before the client has identified a concern.
• 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.
• Collaborate with service delivery to ensure the team has the necessary supporting domain specialty materials that present a consistent and comprehensive approach.
• Effectively work with multiple client personas across the security leadership team, as well as other relevant personas to develop domain related security strategy and define roadmaps to execute on security strategy aligned to business goals, budgetary spend, and metrics based on return of investment in assigned domain.
• Maintain advisory relationships with key stakeholders at clients by facilitating thought leadership, support, information, and guidance in conjunction with sales partners relating to assigned domain.
• Maintain strong working relationships with relevant Optiv technology partners.
• Design and solution complete domain specialty related 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 related to assigned domain; Coordinating demonstrations and security technology evaluations in assigned domain; Driving cross organizational domain solutions leveraging Optiv's portfolio.
• Interface and partner with the internal Optiv teams, particularly service delivery liaisons, to align client expectations with the assigned specialty solution portfolio to ensure service delivery excellence and client satisfaction.
• Identify new and emerging technologies for internal enablement and exposure to clients.
• Support marketing to build Optiv brand awareness through driving attendance to corporate sponsored events and leveraging social media to properly represent Optiv.
• 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.
• Achieve expert level knowledge in multiple domain solution areas and be able to translate client needs into actionable proposals for Optiv’s strategic offerings in a timely manner.
• Advanced 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.
• Mentor advisors/architects.

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.
• Demonstrated experience in Identity-based technologies such as IAM, DAM, PAM, and IGA with a preference on IAM and DAM.
• 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 security focused discussions about data and technology.
• Strong presentation, written, and oral communication skills to clients, including whiteboard sessions and other presentation mechanisms.
• Strong attention to detail for creating and reviewing complex proposals, statements of work (SOWs), quotes, and client deliverables.
• Advanced technical knowledge in assigned domain.
• 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.
• CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications.
• Experience speaking and evangelizing technology vision at large events.
• Organizational membership and participation in chapter meetings such as ISACA, ISSA, etc.