Presales Cybersecurity Principal | Remote, Greater Toronto, Canada

This position will be fully remote and can be hired anywhere in greater Toronto, Canada
The Presales Cybersecurity Principal (or Principal Advisor) plays a critical role in serving as a trusted partner to Optiv’s clients. By combining advanced business and security practitioner knowledge, the Principal Advisor designs security solutions using some of the most advanced security services and technologies to achieve highly defensible and scalable security programs to align with the clients’ security initiatives wherever AI is involved. The Principal Advisor has extensive real-world knowledge in AI and can design pragmatic security solutions tailored to each client’s unique environment and provide our clients and sellers with consistent security expertise on all sales opportunities. In partnership with domain specialists and experts, the Principal Advisor will drive thought leadership and inspired cyber security solutions powered by our ecosystem of people, products, and partners..
How you'll make an impact
Drive pipeline generation of services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams in all areas relating to AI opportunity
Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success
Maintain expert level knowledge of the client’s security environment, business operations, security needs, and risk appetite
Identify AI related security concerns and/or potential application of AI security and toolsets and determine how they correlate into Optiv’s strategic solutions across the assigned domain and holistic cybersecurity programs
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 as it relates to product, services, and/or advisement opportunity
Clearly articulate how the necessary elements of the Optiv technology and services portfolio meet the specific needs of the client stakeholders at an executive level
Stay abreast of industry trends, news, and maintain a broad understanding of the cybersecurity landscape to facilitate thought leadership, internal and external support, analysis, and guidance to clients and internal Optiv groups
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 executive branch (CxO), as well as other relevant personas to develop product and services, advisement, and AI security strategy and define roadmaps to execute on 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.
Identify and drive complete security programs to meet client objectives across technology and services including;
leading new discussions by leveraging peer and industry network contacts
performing requirements analysis, and technology selection criteria
coordinating demonstrations and security technology evaluations
leading cross organizational solutions leveraging Optiv's portfolio
Interface and partner with the internal Optiv teams to align client expectations as it pertains to the entire Optiv solution portfolio to ensure technology and service implementation and delivery excellence and client satisfaction
Identify new and emerging technologies and products for internal enablement and exposure to clients
Promote Optiv’s portfolio and security awareness at speaking events, partner events, writing industry articles and leveraging social media
Maintains a reputation as trusted advisor with clients, partners, peers and cyber community resulting in an influential network of contacts
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 as it pertains to growing Optiv pipeline, closed business, and industry mindshare
Participate in managing and prioritizing the proposal process to create business proposals, contracts, and response 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
Expert 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
What we're looking for
BS/BA or equivalent and applicable work experience
Minimum of ten (10) years in an information security role, preferably as a consulting advisor, architect, team leader, director and/or higher
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 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
Expands and shares broad security related knowledge and continuously expands their expertise in other domains across the portfolio as it pertains to a holistic approach
Vendor specific certification(s) focused primarily on cybersecurity related focus
Perform additional duties as directed or needed
Ability to work in-person and remotely with distributed teams in a decentralized environment
Valid driver’s license
Ability to travel within US and Canada, as well as internationally as needed
CISSP, GIAC, CISA, CISM, CCSP or other relevant professional cybersecurity certifications desired
Experience speaking and evangelizing technology and thought leadership and vision at events
Previous experience leading an information security function or program
Organizational membership and participation in chapter meetings such as ISACA, ISSA
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What you can expect from Optiv
A company committed to our inclusive value 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 or expression, ****** orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.
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