Optiv

Security Engineer

• Responsible for new business sales for Optiv security services and security technology solutions to new Enterprise accounts in the DMV Metro Area
• Own and coordinate all aspects of the sales cycle within assigned accounts, and lead a cross-functional team to build and execute a multi-year strategic account management plan for top accounts
• Build and execute against a territory coverage plan and consistently deliver on quarterly revenue targets
• Build relationships with prospects and understand their security needs and how they correlate to Optiv solutions
• Bring together Optiv technical, services and leadership personnel to refine and/or build a security strategy and develop and propose solutions
• Propose large and complex solutions comprised of security management consulting, hardware and software security technologies, advisory, implementation and support services, and managed security services
• Establish a trusted relationship with the client that results in Optiv being their primary security solution partner and provider
• Lead creation of multi-year strategic account management plans, based upon identified client business, technology and security goals
• Build a large sales pipeline, ideally 4 times assigned targets, 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
• 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
• Initiate and/or monitor and mediate all necessary communications between clients, technology partners and members of the extended Optiv team
• Maintain collaborative and effective internal communications with Optiv team members relative to specific opportunities, associated requirements and client satisfaction

Acquisition Account Manager, Cybersecurity Sales

• Responsible for new business sales for Optiv security services and security technology solutions to new Enterprise accounts in the Greater Seattle Area
• Own and coordinate all aspects of the sales cycle within assigned accounts
• Lead cross-functional teams to build and execute multi-year strategic account management plans
• Collaborate with Solutions Architects, Client Operations Specialists and services personnel as appropriate
• Drive new business sales revenue and increase market share for assigned accounts
• Develop and execute territory coverage plans and deliver on quarterly revenue targets
• Build relationships with prospects, understand security needs and map to Optiv solutions
• Develop and propose complex solutions including security management consulting, hardware/software technologies, advisory, implementation, support, and managed security services
• Establish trusted client relationships to become primary security solution partner

Acquisition Account Manager – Cybersecurity Sales

Account Manager

Responsible for selling Optiv security services and security technology solutions to strategic accounts within a geographic territory.
Own and coordinate all aspects of the sales cycle within assigned accounts and lead cross-functional teams to build and execute multi-year strategic account plans.
Identify and understand client security concerns and correlate to Optiv solutions; bring together Optiv personnel to refine/build security strategy and propose solutions.
Develop large and complex solutions (security management consulting, hardware/software technologies, advisory, implementation/support services, managed security services).
Establish trusted client relationships to make Optiv primary security solution partner; enhance client satisfaction and review goals quarterly.
Build a large sales pipeline, manage forecasts, execute with Force Management principles (MEDDICC), and communicate Optiv’s value proposition.
Collaborate with technology partners and internal Optiv teams to support opportunities and client satisfaction.

• Sell Optiv security services and security technology solutions to up to 20 strategic accounts within territory
• Own and coordinate all aspects of the sales cycle; lead a cross-functional team to build and execute multi-year strategic account plans
• Engage cross-functional team members (Solutions Architect, Client Operations Specialist, services personnel) as appropriate
• Develop multi-year strategic account management plans; identify client core security concerns; align with Optiv solutions; propose security technology and services solutions
• Build large, multi-year, complex solutions including security management consulting, hardware/software, advisory, implementation and support, managed security services
• Establish trusted client relationships; position Optiv as primary security solution partner; drive client satisfaction and quarterly reviews
• Build and manage pipeline (target: four times assigned quota) and forecast with accuracy
• Communicate Optiv value proposition; collaborate with technology partners for leads
• Initiate and/or monitor communications between clients, technology partners, and Optiv team; coordinate internal communications; ensure client satisfaction
• Review goals and progress with top clients quarterly; engage leadership as needed

Account Manager - Cybersecurity

Consultant

• Architect solutions to ensure that the customer's business requirements are met.
• Assist with development of identity engagement plans for customers which will enable them to execute upon strategies.
• Rationalize different security solutions against requirements, risk, and constraints.
• Able to deliver and lead other consultants in complex projects
• Able to present to large groups. Speaks as an authority. Can handle difficult questions and consistently wins support from client audiences.
• Can modify and change methodologies as required.
• Broad awareness of the security/ technology space as a whole
• Contributor to industry groups and/or publications

Principal Consultant

Analyst

• Leads and performs a full scope of activities associated with the development and administration of compensation programs.
• Designs and maintains salary structures for US, Canada and India.
• Ages structures and slots new roles as needed.
• Manages small to medium size projects in areas such as annual incentive administration, Annual Compensation Review (ACR), communications and training, and market survey analysis.
• Serves as a consultant to the organization from an education, market benchmarking, reporting and analytical perspective.
• Partners with HR Partners, Talent Acquisition and Business Leaders to identify and address current and emerging total compensation trends, issues and any pay concerns, including internal equity.
• Monitors the effectiveness of existing compensation policies, guidelines and procedures recommending revisions and updates that are cost effective and consistent with compensation trends and corporate objectives.
• Conducts job leveling, job analysis, job classification and job evaluation.
• Conducts regular audits of compensation data to ensure jobs are accurately aligned in their salary structure, appropriately leveled, adequately reflective of job duties and have the correct FLSA classification.
• Acts as an active contributor to continuous process improvement for all comp processes, programs and tools.
• Creates and updates relevant and effective knowledge database content.
• Accurately and effectively utilizes HRIS system (Workday) and tools.
• When applicable, participates in the design and support of the HR system to assist with automation and general administration.
• Demonstrates an extensive working and practical knowledge of a wide variety of compensation techniques, theory, practices, methods, programs and plans including regulatory requirements, incentive compensation, and base pay management.
• Administers job profile and survey data creation and maintenance within Workday.
• Develops and prepares in-depth compensation reporting/analytics and provides support for ad-hoc reporting requests from HR Partners and Business Leaders.
• Reviews and advises on proposed salary and incentive compensation changes for new and current employees.
• Leads the Annual Compensation Review (ACR) planning process, implementation, and communications.
• Participates in cross-functional projects, representing the Compensation team and performing in project leadership role as needed.
• Participates in acquisition integration and the harmonization of employee onboarding.
• Designs and delivers compensation training and guidance to managers and leaders in the organization.
• Serves as a mentor to junior analysts.

Sr. Compensation Analyst

• 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.