Cybersecurity Advisor - Central

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 SHI Client Advisors and Enterprise Architects but will also build and develop direct relationships with SHI customers within the Fortune 1000 space.

This position will report to the Director, 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.

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:

• 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 SHI 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 SHI’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, SHI capabilities, and other specific offerings or programs
• Collaborate and train SHI Client Advisors and Enterprise Architects on vendor product offerings and how customers can benefit from our consulting services offerings.

• Bachelor's Degree or relevant work experience required
• 5+ years client-facing experience working on complex security infrastructure and risk and compliance needs
• 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

• 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

• Preferred:
  • CISSP
  • CEH
  • CISM
  • CISA
  • NCSF

• Onsite customer engagement preferred
• Virtual customer meetings when appropriate
• Travel can be as high as 35%

• 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