Cybersecurity Advisor - Central

The Cybersecurity Advisor plays a crucial role in bridging SHI client needs with Stratascale’s cybersecurity solutions. This role focuses on supporting the SHI direct selling team by aligning client requirements with our consulting, professional, and managed services. The Cybersecurity Advisor is also responsible for developing winning strategies and contributing to the growth indirectly of SHI’s overall cybersecurity software via architectural prowess in client engagement. As a key player, you will partner with the SHI sales organization to create new relationships, develop new opportunities and pursue cybersecurity services engagements to ensure clients effectively address their unique challenges.

This position is remote with a Home Office setup as determined by Stratascale management.

As a digital and cybersecurity services company, Stratascale exists to help the Fortune 1000 transform the way they use technology to advance the business, generate revenue, and respond quickly to market demands. We call it Digital Agility.

To learn more about how we’re shaping the future of digital business and a more secure world, visit stratascale.com.

Include, but are not limited to:

• Collaborate with SHI and internal Stratascale resources to support all aspects of sales strategy and execution for developing applicable opportunities. This includes participating in client meetings, educating SHI account executives on our core capabilities, aligning these offerings with client needs, and closing service opportunities through our alignment proposal process.
• Contribute to account planning and develop repeatable strategies to secure qualified opportunities both directly and indirectly through multiple routes to market.
• Leverage knowledge of partner ecosystems and our core offerings to engage with clients and solution providers to provide sales strategy/advice and then execute on developing opportunities to grow SHI cybersecurity marketshare.
• Engage with clients along with SHI sales and overlay teams, including inside teams and Microsoft practice, on pipeline generation activity, developing and qualifing opportunities, and help close deals.
• Demonstrate an in-depth understanding of cybersecurity trends, client challenges (financial and operational risks) to correlate Stratascale core offerings to qualify in/out project opportunities prior to pulling in expert practice resources.
• Train SHI sales personnel within Stratascale and SHI on consulting and managed services offerings to scale outreach/engagement to amplify the promotion and adoption of our core solutions, including standardized services offerings.
• Identify client needs through direct and indirect engagement to drive pipeline development and sales growth.
• Build and maintain strategic relationships with key client contacts, becoming the preferred resource in strategic accounts for their cybersecurity needs.
• Develop and maintain strategic relationships with key vendor partners to align on sales motions, account plans, and opportunity development.
• Stay informed about existing and emerging technologies, Stratascale capabilities, and industry trends.
• Partner with solution architect resources for all sales strategies, create scale by enabling SHI sales teams and own all aspects of sales pursuit resulting in goal attainment.
• Accountable for owning, contributing and driving alignment proposal process with solution architect resources and Cybersecurity BU resources.
• Creatively develop, evangelize and execute pipeline generation activities leveraging SDR resources resulting in growth in qualified lead generation.
• Participate in regular cadence meetings with SHI sales and sales leadership team members to create an environment of collaboration and alignment ongoing.

• Bachelor’s Degree or minimum 5+ years of client-facing experience in cybersecurity or related fields.
• Extensive experience as a cybersecurity sales account executive, sales overlay, consultant, or advisor in a fast-paced environment, effectively leveraging channel resources to maximize service sales.
• Prior experience in sales or advisor roles within an IT service provider or OEM vendor focused on cybersecurity.
• Understanding of security programs and compliance frameworks (e.g., NIST, PCI, HIPAA).
• Ability to elevate customer conversations to strategic discussions leveraging consulting services.
• Strong fundamental understanding of security solutions and their application in addressing customer risks (e.g., GRC, Identity, Security Operations, Zero Trust).
• Experience with security services engagements (e.g., maturity assessments, penetration testing, incident response).

• Excellent communication skills with the ability to explain complex problems simply.
• Ability to “teach” others what we do and how we do it better empowering them to effectively sell our offerings independently.
• Demonstrated ability to run complex sales cycles, accurate forecasting, pipeline generating activities, and owning the whole sales process.
• Understanding of MEDDIC, MEDDPICC methodologies to drive sales engagements tailored to meetings a business’s needs.
• Skilled in conducting thorough research and strategic outreach to secure client meetings that address specific business challenges tied to Stratascale’s offferings.
• Proficient in creating professional proposals, ROI’s, TCO’s, and leveraging various sales tools to enhance win rates in sales engagements and align with customer budgets.
• Exhibit professionalism throughout all stages of the sales process, including preparing comprehensive meeting agendas, conducting effective preparation calls and client meetings, and developing winning strategies for each opportunity.
• Entrepreneurial mindset with the ability to identify value in unstructured situations.
• Strong emotional intelligence, flexibility, and diplomatic skills.
• Attention to detail and an outcome-oriented mindset.
• Excellent presentation skills and the ability to “own the room” in meetings.
• Proactive, self-motivated mindset with a competitive drive.
• Ability to work effectively as a team member and leader within sales opportunities.
• Ability to engage and discuss concepts with a wide array of customer audiences, including C-Suite and technical resources.

• Preferred:
  • CISSP, TOGAF, ITIL, CISM, CEH, CISA

• Onsite customer engagement preferred
• Virtual customer meetings when appropriate
• Travel can be as high as 50%

• The estimated annual pay range for this position is $175,000 - $300,000 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