• Drive the generation of (IAM) 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.
• Select and configure appropriate identity management solutions from IAM platforms (e.g., Okta, CyberArk, SailPoint, Saviynt, Ping Identity, BeyondTrust, Delinea) based on business requirements. Identify, evaluate, and solution complex IAM and technology risks.
• Understand and work with specific deliverables based on SOW: Detailed project plan, identity architecture design documents, implementation guides, user documentation. Performance metrics: Success measured by system uptime, user adoption rates, security compliance adherence. Timeline and milestones: Clearly defined project phases with deadlines for key deliverables.
• Understand and 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 necessary supporting domain specialty materials that presents a consistent and comprehensive approach.
• Effectively work with multiple client personas across the security team, as well as other relevant personas to develop domain-related security strategy and define roadmaps to execute on security strategy aligned 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.
• Facilitating 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.
• 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.
• 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 RFIs/RFPs.
• Actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security specific knowledge through formal education, certification, and other avenues.
• Achieve advanced 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.
• Proficient 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.

Required Qualifications

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• BS/BA or equivalent and applicable work experience.
• Minimum of five (5) years in an information security role, preferably as a consulting advisor, architect, or engineer.
• Operational knowledge of Identity and Access Management practices.
• 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 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 proposals, statements of work (SOWs), quotes, and client deliverables.
• 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.
• Perform additional duties as directed or needed.

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Preferred Qualifications

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• Nice to have CISSP, GIAC, CISA, CISM, CCSP or other relevant professional certifications, as well as membership and participation in chapter meetings such as ISACA, ISSA, etc.
• Bonus points for previous experience leading an information security function or program.

Salary Range Description

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$108,200.00 - $147,000.00 Annual

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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.

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Job Application Window

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This position accepts applicants for a minimum of 4 business days after the job posting date and will remain available until an applicant has been selected for the position.

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What you can expect from Optiv

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• 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)

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EEO Statement

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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.

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