Cloud Security Sales Manager, Mid Market
Rubrik, Inc.
Associate Cyber Security Advisor
Optiv
full-time
Posted on:
Location Type: Remote
Location: Remote • Massachusetts, Ohio, Texas, Utah • 🇺🇸 United States
Visit company websiteJob Level
JuniorMid-Level
Tech Stack
Cyber Security
About the role
- 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.
- Learn 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.
- Articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at a management level.
- 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 security strategy and define roadmaps to execute on security strategy aligned business goals, budgetary spend, and metrics based on return of investment.
- Build relationships at clients by participating in thought leadership, support, information, and guidance in conjunction with sales partners.
- Build working relationships with targeted Optiv technology partners, based on client spend, and Optiv focus.
- Identify and drive security solutions to meet client objectives across technology and services including: facilitating new discussions by leveraging peer and industry network contacts performing requirements gathering analysis, and technology selection criteria coordinating demonstrations and security technology evaluations
- 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.
- 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.
- 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.
Requirements
- Minimum of three (3) years in an information security or other IT related role.
- Cisco experience is preferred but not required
- 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.
- Understanding of common security threats, vulnerabilities, and attack methodologies and able to communicate recommendations to clients in a clear manner.
- 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.
- Builds a foundation of broad security related knowledge and continuously expands their expertise in other domains across the portfolio.
- Perform additional duties as directed or needed.
Benefits
- 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)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
information securitysecurity threatsvulnerabilitiesattack methodologiessales techniquesrequirements gatheringtechnology selectionproposal processcontract managementpipeline management
Soft skills
self-starteradaptabilityresponsive communicationbusiness acumentechnical acumenpresentation skillswritten communicationoral communicationattention to detailrelationship building
