Outbound Solutions Architect

This is a fully remote position, open to applicants in California.

📋 Description

• Lead the strategy and prioritize accounts utilizing legacy Secure Email Gateways (SEGs).

• Create interest in SEG displacement and facilitate the discovery of key opportunities, ensuring a robust pipeline of well-qualified accounts for displacement.

• Engage in architecture-level discussions and adeptly address common objections related to SEG displacement with technical expertise and authority.

• Convert the SEG functionalities that customers depend on — such as DLP, URL isolation, DMARC services, SMTP relay, and sandboxing — into equivalent workflows with Abnormal or partner solutions.

• Develop tailored business cases for customers that quantify risk reduction, cost efficiencies, and operational consolidation.

• Assist with advanced testing and proof of concept needs through “passthrough testing” and other relevant workflows to counter SEG displacement objections.

• Collaborate with Product Management and Engineering on product direction and strategy initiatives.

⛳️ Requirements

• Over 5 years of experience in Sales Engineering, Solutions Architecture, or technical roles with substantial expertise in email or messaging security.

• In-depth knowledge of email systems including Microsoft 365, Google Workspace, and on-premises Exchange.

• Comprehensive understanding of Secure Email Gateways (Barracuda, Mimecast, Proofpoint) and Integrated Cloud Email Security (ICES) solutions along with their various deployment methods.

• Proficiency in email and email security protocols such as SMTP, TLS, DMARC, Encryption, Spam Scanning, Sandboxing, and Payload Analysis.

• Proven experience managing SEG replacement projects or similar migrations to Integrated Cloud Email Security (ICES) solutions.

• Familiarity with regulatory and compliance requirements (e.g., GDPR, HIPAA) pertinent to email security.

• A proactive mindset with a strong sense of ownership; comfortable managing a quota linked to specific customer outcomes rather than merely activity metrics.

• Strong discovery skills to identify risk, redundancy, and renewal pressures — beyond just stated requirements.

• Established ability to gain “trusted advisor” status with major and strategic clients.

• Excellent technical presentation and communication abilities, both verbal and written.

• Proven history of meeting quota or functioning within an outcome-oriented performance framework.

• Capability to work autonomously in a dynamic, high-impact enterprise setting.

🏝️ Benefits

• Equal opportunity employer.

• EEO policy statement available.