• Actively participate in the Field Center of Excellence and position Optiv services and our key Network/SASE/OT technology partners and their products to deliver value to clients • Maintain advanced 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 cybersecurity programs • Identify cross-sell and upsell opportunities across clients and Optiv's partner relationships • Qualify leads 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 at a senior leadership level • Drive the generation of services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams • Stay abreast of industry trends, news, and maintain a broad understanding of the security landscape to facilitate thought leadership, 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 present a consistent and comprehensive approach • Effectively work with multiple client personas across the security leadership 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 • Identify and drive complete security programs to meet client objectives across technology and services including; driving new discussions by leveraging peer and industry network contacts performing requirements gathering analysis, and technology selection criteria coordinating demonstrations and security technology evaluations drive cross organizational solutions leveraging Optiv's portfolio • Interface and partner with 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 • Identify new and emerging technologies for internal enablement and exposure to clients • Promotes Optiv’s portfolio and security awareness at speaking events, partner events, and leveraging social media • Builds a reputation as trusted advisor with clients, partners, peers, and the 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 • 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 • Advances sales techniques; makes connections, facilitates meetings, reads the room, asks probing questions, overcomes objections, gains trust, maintains composure under pressure, positions solutions, and assists in finalization of sale.