SHI • Los Angeles, CA 90006
Job #2656518290
Job Summary
The Cybersecurity Advisor is a critical role which serves as a strategic advisor rooted in deep practical cyber and information security experience. The primary responsibility this role has is advising our customers by providing the proper combination of solutions and consulting services which strategically addresses their current and future cyber risk initiatives and needs. This role will support Stratascale Client Advisors but will also build and develop direct relationships with Stratascale customers within the Fortune 1000 space.
This position will report to the Vice President, Cybersecurity Advisory. This is a remote position, however candidates are required to travel for customer, OEM partner and internal meetings and engagements as needed to be successful in this role.
About Us
Stratascale, an SHI company, brings together the benefits of 31 years' experience delivering the very best technologies with a fresh consultative approach to designing, delivering and supporting the technology our customers need to transform their business. We call it Digital Agility.
Responsibilities
Proactively identify customer needs/requirements through data, customer engagement and other methods to recommend appropriate solution of products through cross-sell and up-sell motions
Develop and maintain deep and long-lasting strategic partnerships with key customer contacts and become the customer preferred resource to engage in all cybersecurity initiatives and needs
Develop and maintain strategic relationships with key vendor partner sales, channel and technical contacts and gain alignment on selling motions, account plans and opportunity development and sales execution
Expert knowledge of core product and services offerings, licensing strategies and competitive selling motions
Engage with Stratascale sales and technical teams to initiate product sales cycle, qualify opportunities, and close open pipeline
Serve as customer facing subject matter expert on specific product(s) and Stratascale's capabilities to help customers deploy and adopt technology
Act as the "quarterback" and own all aspects of sales opportunity strategy and execution including engaging proper internal support resources and defining solution sets and services required to meet customer objectives.
Sales execution and effective pipeline management
Stay educated on new product technology, Stratascale capabilities, and other specific offerings or programs
Collaborate and train Stratascale Client Advisors and Enterprise Architects on vendor product offerings and how customers can benefit from our consulting services offerings.
Qualifications
Bachelor's Degree or minimum 5+ years client-facing experience working on complex security infrastructure and risk and compliance needs required
End customer practical experience as an architect, manager, director within a cybersecurity, information assurance, information security or other risk management related operational and engineering teams
Prior experience in customer facing technical sales or pre-sales role within an IT service provider and/or OEM vendor focused on Cybersecurity space
Working and practical knowledge of security programs, risk and compliance frameworks, industry vertical specific compliance frameworks (NIST, CIS, SANS, NERC-CIP, PCI, HIPAA, GDPR, etc)
Strong fundamental understanding of technical security solutions and how they address customer risk exposure and use cases. Some examples include, but are not limited to:
Firewall, Email and Web security, EDR and EPP solutions, NAC, MDM
IAM, MFA, SSO, CASB, PAM, Visibility and Analytics, SIEM, Zero Trust
Security orchestration and automation (SOAR), Container and Cloud security
IOT / ICS / OT Security solutions, DevSecOps, XDR
Strong fundamental understanding of security services engagements and how they address customer risk exposure and proper use cases for consulting services. Some examples include, but are not limited to:
Maturity assessments, 3rd party risk assessments, IOT/ICS/OT security assessments, PCI/HIPAA assessments
Red/Blue/Purple team assessments, security policy development
Security tools rationalization assessment, Solution implementation services
Penetration testing, vulnerability assessments, Incident response services
Strong fundamental understanding of how and why to elevate and evolve customer conversations above single immediate needs, to broader more strategic discussions leveraging consulting services
Required Skills
Excellent communications skills with ability to simplify and explain complex problems to customer stakeholders of all levels across multiple functions
Entrepreneurial mindset with ability to identify value in an unstructured situation
Strong emotional intelligence, flexible work style, and excellent diplomatic skills across all levels of the organization
Attention to detail, organization, and an outcome-oriented mindset is required
Excellent presentation skills and comfortable "owning the room" in meetings and discussions
Outstanding written and verbal communication and strong ability to build relationships with customers and OEM partners
Proactive, self-motivated mindset and a willingness to compete and win
Excellent negotiation skills and ability to resolve and close complex technical and selling situations with customers and vendor partners
Strong ability to structure all financial aspects of a solution and services opportunity aligning with customer budget cycle and approaches
Ability to work effectively, add value as a team member and assume a leadership role within a given sales opportunity
Ability to work effectively, add value as a team member and assume a leadership role for the team
Ability to train and disseminate information within an area or operation and work effectively within all levels of an organization, both internally and externally
Ability to influence and lead all aspects of sales cycle and engage appropriate internal and external subject matter experts as needed
Ability to engage and discuss technical and non-technical concepts with a wide array of customer audience types including C-Suite, VP/Director, Architect, Engineer and Analyst resources
Ability to participate and lead demand generation and marketing efforts focused on pipeline generation
Certifications Required
Preferred:
CISSP
CEH
CISM
CISA
NCSF
Unique Requirements
Onsite customer engagement preferred
Virtual customer meetings when appropriate
Travel required is 25-50%
Additional Information
The estimated annual pay range for this position is $175,000 - $250,000 which includes a base salary and commission. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity - M/F/Disability/Protected Veteran Status
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Requisition ID 2023-15473
Approved Min (Total Target Comp) USD $175,000.00/Yr.
Approved Max (Total Target Comp) USD $250,000.00/Yr.
Compensation Structure Base Plus Commission
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