Summary

As a Senior Client Manager (Sr. CM) you'll be responsible for selling Optiv security services and security technology solutions to a select few strategic accounts within the San Francisco Bay Area. You'll also be responsible for owning and coordinating all aspects of the sales cycle within your assigned accounts, and leading a cross-functional team to build and execute a multi-year strategic account management plan for your top accounts. Members of this cross-functional team will typically include a Solutions Architect, Client Operations Specialist, and an Executive Advisory Director and services practices personnel as appropriate for your accounts.

Development of a multi-year strategic account management plan for your top accounts is a core and critical responsibility for the Sr. CM. You'll identify and understand your client's core business objectives and how they correlate to mitigating business and cybersecurity risk. An overarching goal is to establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider.

• Build trusted, effective and productive relationships with client executives at multiple levels within assigned accounts.
• Lead creation of multi-year strategic account management plans for top accounts, based upon identified client business, technology and security goals, coupled with Optiv's understanding of security trends, threats and points of view for each assigned account.
• Build a large sales pipeline, ideally 4 times assigned targets, within assigned accounts and achieve/exceed gross margin target in excess of $2M annually.
• Manage current and multi-quarter forecasts with a high-degree of accuracy, currency and integrity.
• Execute with discipline and in alignment with Force Management principles including MEDDICC and Command of the Message, among others.
• Effectively communicate Optiv’s value proposition as it relates to security services and technologies expertise and capabilities.
• Build strong, collaborative and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities.
• Initiate and / or monitor and mediate all necessary communications between clients, technology partners and members of the extended Optiv team (technical, sales, client operations, etc.) within each assigned account.
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction.

Required Qualifications

• Minimum 5-7 years of experience as an individual contributor selling Cybersecurity Solutions and Services in the San Francisco Bay Area.

Preferred Qualifications

• Strong, established relationships with Key Accounts and OEM partners in local territory.
• Proven ability to build and execute territory and account prospecting and expansion plans with a track record of exceeding assigned quotas.
• Experience engaging cross-functional resources such as sales, pre-sales technical support, and other support personnel in an effective fashion.
• Demonstrated ability to build productive business relationships with key executives and sponsors within assigned accounts.
• Effective presentation, verbal and written communication skills.
• Negotiation experience.
• History of demonstrated achievement exceeding plan and expectations.

• #LI-CH1

• Salary Range Description

  $97,800.00 - $128,000.00 Annual

  The Hiring Range provided for this role 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. This role may also be eligible to participate in a variable incentive-based bonus plan. 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, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.

  Optiv respects your privacy. By providing your information through this page or applying for a job at Optiv, you acknowledge that Optiv will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv’s selection and recruitment activities. For additional details on how Optiv uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice. If you sign up to receive notifications of job postings, you may unsubscribe at any time.

Summary of This Role

Designs applications of advanced complexity which address business functionality and performance needs, while ensuring that maximum security is applied. Incorporates both in-house and externally acquired solutions. Considered a subject matter expertise in relation to security architecture and liaises with other areas of IT in the dissemination of this information to counter threats and internal and external vulnerabilities. Applies experience in topics such as enterprise software, software and hardware configurations, authentication, authorizations, detection and countering errant codes and scripts and related matters.

Company Overview

Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow.

• Applies application development understanding and includes security controls within the application pipeline for moderately complex projects. Verifies controls are adhered to.
• Reviews security architecture designs independently utilizing a strong understanding of network architecture to include recommendations drafting.
• Utilizes a strong understanding of the appropriate settings for premise or cloud-based security platforms in order to build guides for the standard implementation of a given platform.
• Interprets vulnerability scanning from DAST and SAST and/or penetration test results to eliminate false positives while identifying appropriate mitigation for true issues.
• Communicates InfoSec Architectural and Application Security policies, standards, and guidelines in documentation for consumption by both IT and non-IT resources.
• Utilizes a high level of industry understanding of implications of new threats and their applicability to the company, as well as options to reduce/eliminate new risk.
• Build relationships with developers, stakeholders, and scrum masters to incorporate security principles into engineering design and deployments.
• Perform testing and validation in application security controls across projects.
• Oversee implementation of defensive practices and countermeasures across infrastructure and applications.
• Draft and uphold CI/CD security strategy and practices in tandem with other technical team leads.
• Support the ability to “shift left” and incorporate security early on and throughout the development lifecycle.
• Identify vulnerabilities in code through automated and manual assessments, and promote quick remediation.
• Communicate vulnerability results in a manner understood by technical and non-technical business units based on risk tolerance and threat to the business, and gain support through influential messaging.

Minimum Qualifications

• Bachelor's Degree
• Relevant Experience or Degree in: Information Security or Computer Science
• Typically Minimum 4 Years Relevant Exp
• Prior experience must be as an Information Security Analyst, or related role. Strong understanding of regulatory audit requirements and developing the appropriate solutions to address findings. Degree strongly preferred; however, additional 4 years related experience may be considered in lieu of a degree.
• One or more of the following (or similar) - eWPTX, OSWE, CISSP, CEH, CISA, CISM, PCI-QSA, PA-QSA, PCIP, CRISC, Security +, CGEIT, CCSP
• Understanding of OWASP, CVSS, the MITRE ATT&CK framework and the software development lifecycle (SLDC).

Preferred Qualifications

• Typically Minimum 6 Years Relevant Exp
• Prior experience must be as an Information Security Analyst, Security focused Network Admin/Engineer or Systems Admin/Engineer. Understanding of regulatory requirements and solutions design to meet said requirements.
• Preferably some experience with operations and security across Amazon Web Services (AWS), Microsoft Azure or Google Cloud Platform (GCP).

What Are Our Desired Skills and Capabilities?

• Skills / Knowledge - A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. This job is the fully qualified, career-oriented, journey-level position.
• Job Complexity - Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with senior internal and external personnel in own area of expertise.
• Supervision - Normally receives little instruction on day-to-day work, general instructions on new assignments.
• Network Engineering/Architecture - Maintains an understanding of TCP/IP network connectivity, subnet segmentation, security zones, secure ports/protocols, network authentication/authorization, security tools and their applicability (WAF, IPS, Sandbox, etc.).
• Systems Engineering/Architecture - Maintains an understanding of Operating system infrastructure, including Windows, Linux, containers, container orchestration, and Virtual Machines. Must understand system authentication options, user rights within systems, user authentication/authorization, least privilege, Group Policy, Automation tooling (Puppet, chef, ansible) and local security agents/tools (Anti-Virus, Whitelisting, forensics, firewall, etc.)
• Encryption/Cryptography - Understands the use of digital certificates, root certificate trust, and how to encrypt/decrypt network traffic. Recognizes data that must be encrypted at rest, and how to assure encryption key processes meet policy and regulatory requirements.

Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information, or any other basis protected by law. If you wish to request reasonable accommodations related to applying for employment or provide feedback about the accessibility of this website, please contact jobs@globalpay.com.

Associate, Information Security

Country: United States of America

Develops, manages and operates security services that assess, prioritize and mitigate information security and technology risk. Includes cyber security threat services, access management services and technology risk assessments. Designs network security perimeter architecture and relevant security controls. Reviews internal and external IT projects and applications for risk and adherence to security policies and industry best practices. Participates on internal security project teams to deploy security technologies and to make recommendations for hardware/software products for future release. Liaises with vendors for various security infrastructure-related products and services.

• Conducts Penetration Testing (e.g., internal, external, wireless, physical, social, etc.); Post vulnerability assessment, work with various stakeholders to provide remediation to the identified risks and bring the same to closure.
• Conducts walk-through of the assessment report to the stakeholders and help define remediation plan.
• Follows a standard methodology to identify and/or detect threats to the IT infrastructure, applications and other information assets.
• Works with various teams to follow a pre-assessment plan/ and assessment schedule for every assessment, conduct threat assessment, and deliver an assessment report.

Required Qualifications

• Bachelor's Degree or equivalent work experience
• 5-9 years; Experience in information security, governance, IT audit, or risk management.

Preferred Qualifications

• Knowledge of risk assessment tools, technologies, and methods
• Experience planning, researching and developing security strategies, standards, and procedures
• Exceptional organizational skills and attention to detail ability to work cooperatively in a team environment
• Strong understanding of security, incident response and/or networking/PC concepts
• Proven ability to understand and analyze complex issues, then apply experience and judgment to develop sound recommendations especially as related to malware, eDiscovery, current threats/attacks and/or vulnerability management
• Ability to communicate concisely, effectively and directly to executive management

Diversity & EEO Statements: At Santander, we value and respect differences in our workforce and strive to increase the diversity of our teams. We actively encourage everyone to apply.

Santander is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability, age, veteran status or any other characteristic protected by law.

Working Conditions: Frequent Minimal physical effort such as sitting, standing and walking. Occasional moving and lifting equipment and furniture is required to support onsite and offsite meeting setup and teardown. Physically capable of lifting up to fifty pounds, able to bend, kneel, climb ladders.

Employer Rights: This job description does not list all of the job duties of the job. You may be asked by your supervisors or managers to perform other duties. You may be evaluated in part based upon your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not a contract for employment and either you or the employer may terminate at any time for any reason.

The base pay range for this position is posted below and represents the annualized salary range. For hourly positions (non-exempt), the annual range is based on a 40-hour work week. The exact compensation may vary based on skills, experience, training, licensure and certifications and location.

Base Pay Range

Minimum: $94,500.00 USD

Maximum: $130,000.00 USD