• Drive the generation services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account teams. • Following the Optiv Standardized Sales Operating Processes (SOPs) to achieve consistent success. • Understand and maintain 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 domains and holistic cybersecurity programs. • Actively participate in the Field Center of Excellence for the assigned domain and position Optiv services and our key technology partners and their products to deliver value to clients. • 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 the leadership level. • 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 the necessary supporting domain specialty materials that present a consistent and comprehensive approach. • Effectively work with multiple client personas across the security team, as well as other relevant personas, to develop a security strategy and define roadmaps to execute on the security strategy aligned with 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. • Proficient 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.