Optiv

Architect

• Support team growth
• Assist with development of IGA plans/roadmaps for customers which will enable them to execute upon strategies.
• Rationalize different security solutions against requirements, risk, and constraints.
• Undertake EIM methodologies/techniques and the interpretation/application of their output in the definition of Security Architectures.
• Provide thought leadership, through participation in industry groups, delivering talks, writing technical and industry specific blogs, vulnerability research, industry PR interviews, and/or contributing to security publications
• Track and monitor current happenings within the security industry relative to the Identity and Access Management space.
• Contribute to internal team building, knowledge transfer, and training activities within the Strategic Consulting team.
• Improve methodologies, tooling, reporting and other processes to improve and enhance inter- and intra-team efficiency, Assist in the development and roll-out of new Strategic Consulting methods and tools.
• Work across Identity to improve outcomes for customers by increasing cross-business offerings and services
• Work with customers to help them articulate and document their business requirements/use cases and understand how those requirements translate into features and functionality.
• Provide oversight on engagements (pending number of engagements where assigned as primary consultant).
• Responsible for 2-6 projects simultaneously (including leadership and knowledge of project and client details).
• Able to deliver and lead other consultants in complex projects.
• Facilitate workshops and assessments in front of large audiences based on experience and knowledge in specific technologies/practices.

Technical Manager – IGA Architect

Security Engineer

• Build trusted, effective and productive relationships with client executives within assigned accounts.
• Lead creation of multi-year strategic account management plans, for top accounts, based upon identified client business, technology and cybersecurity 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 assigned gross margin target.
• 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.

Senior Account Manager – Cybersecurity

Account Manager

• Own and execute the joint business plan with Google Cloud, including revenue targets, pipeline development, and go-to-market initiatives.
• Develop and drive Google Cloud Marketplace strategies, managing deal registrations and co-sell motions.
• Track, analyze, and report on partnership KPIs including revenue, pipeline, certifications, and specialization attainment.
• Represent Optiv at Google Cloud events including Google Cloud Next, regional summits, and partner advisory councils.
• Serve as Optiv's primary point of contact for Google Cloud's partner sales, channel, and partner engineering organizations.
• Build and maintain executive-level relationships across Google Cloud and strategically position Optiv as a trusted security partner.
• Deliver regular enablement and educational sessions to both Optiv internal teams and Google Cloud field representatives.
• Collaborate with Google Cloud teams to drive lead generation, joint pipeline development, and revenue growth.
• Work closely with Optiv's sales organization to identify, qualify, and advance opportunities leveraging Google Cloud technologies including Security Operations, Security Command Center, and Google Threat Intelligence.
• Manage Google partner incentive programs, Market Development Funds (MDF), and deal registration processes to maximize partner investment.
• Develop and deliver training programs to equip Optiv sellers and technical teams with the ability to confidently position Google Cloud's cybersecurity portfolio.
• Partner with Optiv's marketing team on co-branded campaigns, thought leadership content, and joint demand generation activities.
• Coordinate with Optiv's delivery and engineering practices to ensure alignment on scalable Security Operations, incident response, SecOps transformation, and cloud migration offerings powered by Google Cloud.

Partner Manager

• Oversee and coordinate all aspects of Optiv's relationship with assigned partners
• Ensure Optiv is maximizing overall profitability using partner reseller programs, including reseller discounts through deal registration, rebate programs, MDF and favorable financial terms
• Drive all contract negotiations with partners alongside the Optiv Legal team including reseller and service agreements
• Prepare and present required data for Executive Business Reviews for Optiv Leadership as well as regular cadence meetings with assigned partners
• Work with partner to identify new areas of opportunity for Optiv growth and mutual success and develop business plans that include: Strategy to initiate and build growth and awareness within Optiv Sales; Identifying opportunities to develop service offerings using partner technology programs to drive demand in conjunction with the Optiv Marketing teams
• Work in conjunction with the Optiv Partner Operations team, to ensure all program information is up to date in Sales Force including, maintaining field partner rosters, managing Partner contacts, maintaining Partner certifications along with any other partner information relating to the partnership
• Function as the go to point of escalation and control for issues and conflicts of all levels of the relationship
• Act as a partner advocate to all Sales Areas nationally for the assigned Partner(s)
• Manage Optiv’s presence on partner websites
• Perform other duties as assigned

Senior Partner Manager

• Actively participate in the Field Center of Excellence and position Optiv services and our key Data protection and AI technology partners and their products to deliver value to clients.
• 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.
• 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.
• Design and solution complete security programs 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.

Cybersecurity Advisor – Data Protection, AI

• As an Account Manager, responsible for selling Optiv security services and security technology solutions.
• Own and coordinate all aspects of the sales cycle within assigned accounts.
• Build and execute a multi-year strategic account management plan.
• Maintain collaborative and effective internal communications with Optiv team members.
• Engage clients to understand their business, technology and security goals, as well as expectations of Optiv in support of attaining those goals.

Account Manager – Cybersecurity

Supply Chain

• Responsible for administrative duties within the IT asset management, procurement and inventory management functions - this includes purchasing, allocating and tracking all IT-issued hardware and software.
• Responsible for timely ordering of equipment to maintain established inventory levels of various IT equipment.
• Serve as the IT vendor liaison.
• Assist with reviewing and maintaining records and databases containing information regarding licenses, warranties, and service agreements for Optiv’s hardware and software.
• Minimize organizational costs through product standardization and tracking.
• Track quality throughout the product lifetime.
• Coordinate and execute various IT related projects.
• Share experience, knowledge, and ideas with management and co-workers to promote an effective and comfortable team based environment.
• Perform related tasks as assigned by management.

IT Asset & Inventory Analyst

Operations

• Support assigned Client Managers / Client Directors by proactively monitoring existing renewal business with a timely generation of quotes, validation of service contracts, auditing, and management of all aspects of the renewable pipeline using Salesforce.com.
• Provide excellent client service and communication via available tools and resources.
• Respond quickly and accurately to requests from internal business functions as well as outside clients and partners.
• Coordinate & advise Client Manager, Client Director & Clients to explore various opportunities: upsell level of services support, authorized support, multi-year contracts, technology refreshes (EOL/EOS), co-term contracts in combination with various partner technologies
• Make strategic and competitive pricing recommendations utilizing various pricing tools to maximize Optiv’s profit margins.
• Coordinate with client management team to identify upsell/cross sell opportunities, negotiate discounts with vendors and distributors, and strategize ways to increase value for client while maximizing margins.
• Select probability for forecasting based on Client Manager/Client Director direction.
• Provide ongoing forecasting assistance as needed.
• Manage maintenance contract and asset tracking for clients.
• Prepare and submit accurate orders for purchasing.
• Provide system reporting to the Client Manager/Client Director, operations, and management upon request.
• Act as liaison between Client Manager/Client Director and Optiv internal business units
• As needed and upon request, participate in client meetings, including but not limited to: Quarterly Business Reviews (QBR), planning, & touch-point meetings.
• Facilitate the completion of client requested documentation, including RFPs, supplier forms, and other nonstandard documents
• Collaborate with internal teams to share best practices, ideas, training, that support Optiv’s culture and core values
• Build a professional relationship with assigned Client Manager / Client Director so as to reflect Optiv's Core Values
• Proactively follow-up with clients/manufacturers/distributors/Client Managers/Client Directors other to ensure the sales cycle and the client needs are met
• Participate in corporate compliance trainings, operations/systems improvements, user-acceptance testing and personal career development activities.
• Develop and maintain product and industry knowledge
• Maintain account health through data integrity, credit standing etc.
• Actively volunteer to complete tasks on behalf of peers that are out of the office.
• Leverage client facing tools to enable enhanced self-service capabilities for clients.
• Perform other duties as assigned.

Client Operations Specialist – Renewals

• Support assigned Client Managers by producing accurate and timely sales quotations for new product and services business using SalesForce.com (CRM system).
• Provide outstanding and enthusiastic client service and communication both by phone and email.
• Respond quickly and accurately to requests from inside resources as well as outside clients.
• Prepare and submit accurate orders to purchasing.
• Help ensure deals are registered through partnership with the Deal Registration Desk.
• Provide system reporting or analytics to the Client Manager, operations, and management upon request.
• Multi-task ongoing activities from multiple people in a fast environment while producing accurate and timely new business quotations for products and services.
• Develop and retain product and industry knowledge to be used to identify expertise.
• Commitment to developing knowledge and experience.
• Provide historical pricing analysis to Client Manager upon request.
• Act as liaison between Client Manager and operations/services organization.
• Perform other duties as assigned.