As a Solutions Architect, you will partner with Account Executives (AEs), Technical Account Managers (TAMs), and strategic partners in the Enterprise segment to drive regional and corporate growth. You will act as a trusted technical advisor, helping customers and partners design, adopt, and operationalize solutions on the company platform across asset and vulnerability management, patch management, threat detection and response, compliance, and cloud/application security. You will also play a key role in partner technical enablement, joint solution development, and expanding partner delivery and managed service capabilities around the company platform. This is a highly visible, hands-on individual contributor role with close collaboration across Sales, Product Management, Marketing, Partners, and senior customer stakeholders.
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What You’ll Do
- Lead technical strategy for pre-sales opportunities and secure the technical win.
- Discover, document, and prioritize customer security and compliance requirements; map to end-to-end company and partner-integrated solutions.
- Deliver architecture workshops, whiteboarding sessions, technical deep dives, and stakeholder presentations.
- Design and execute high-quality Proof of Concept (POC) / Proof of Value (POV) engagements.
- Identify gaps between current and target state; recommend solution patterns and adoption plans.
- Build trusted relationships with technical and security decision-makers across customers and partners.
- Support proposal development with clear technical differentiation and business value.
- Enable strategic partners through technical training, solution guidance, joint architecture development, and operational best practices.
- Support the development of partner-delivered and managed security service offerings leveraging the company platform.
- Act as a technical liaison between customers, partners, Product Management, and Engineering teams to help resolve complex technical challenges and influence roadmap priorities.
- Produce technical enablement content (solution guides, white papers, blogs, workshops) and support internal and partner sales enablement initiatives.
- Identify recurring technical challenges and help develop scalable enablement assets, automation, and best practices.
- Travel expectation 20%-30%.
Required Qualifications
- Experience in pre-sales, sales engineering, solution architecture, partner engineering, or customer-facing security architecture roles.
- Experience using the company platform in an Enterprise environment.
- Experience working with partners, MSSPs, alliances, or channel organizations in a technical enablement or solution development capacity.
- Managed a vulnerability or risk program in a large enterprise environment.
- Hands-on expertise in multiple areas such as asset management, vulnerability management, patching, policy/compliance, cloud security, application security, and threat detection/response.
- Ability to design complex, end-to-end security architectures from identification through remediation and recovery.
- Working knowledge of common security/compliance frameworks.
- Working knowledge of public cloud platforms (AWS, Azure, GCP, OCI).
- Strong communication and presentation skills with technical and non-technical audiences.
- Self-starter with strong collaboration and stakeholder management capability.
- Experience leveraging AI, automation, scripting, or workflow optimization technologies to improve operational efficiency, accelerate delivery, or enhance customer/partner outcomes.
Preferred Qualifications
- Direct company platform experience preferred; equivalent security platform experience welcomed.
- Experience supporting Enterprise customers and strategic partners.
- Track record of influencing product direction through customer, partner, and field feedback.
- Experience building or supporting managed security services, integrations, or joint solution architectures.
- Familiarity with DevSecOps workflows, cloud-native security, and security operations practices.
- Relevant industry certifications such as CISSP, CEH, CCNP, or public cloud certifications.
