Principal Solutions Architect

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

📋 Description

• Take charge of the technical strategy for intricate Enterprise opportunities from the initial discovery phase through Proof of Value (POV), onboarding, and the customer's first 30 days.

• Manage POVs comprehensively by establishing success criteria, creating delivery plans, coordinating teams, resolving issues, and monitoring execution.

• Grasp the challenges faced by prospects and align their needs with what Expel's services can effectively address.

• Present technical service demonstrations and engaging technical narratives for both practitioners and executives.

• Serve as a dependable technical advisor, addressing objections, questioning assumptions, and providing sound technical recommendations.

• Collaborate with Account Executives and Sales leadership on opportunity strategies, discovery, competitive positioning, RFPs/RFIs, and intricate requirements.

• Prepare Delivery teams for seamless transitions from pre-sales to service delivery.

• Handle technical escalations during POVs or the initial 30 days of service until resolution.

• Coordinate efforts across Sales, Product, Engineering, SOC, Detection & Response, Customer Success, and Delivery.

• Maintain a comprehensive knowledge of SIEM, endpoint/EDR, network, cloud, security operations, incident response, attacker behavior, and detection and response.

• Enhance POV methodology, technical content, processes, customer handoffs, and internal enablement.

• Elevate the technical and consultative standards for the broader Solutions Architecture team.

⛳️ Requirements

• A minimum of 8 years of relevant experience in Solutions Architecture, Sales Engineering, technical security sales, security consulting, security operations, incident response, or similar customer-facing security roles.

• Proven history of functioning at a senior or principal level.

• Capacity to independently manage complex Enterprise opportunities and influence stakeholders without formal authority.

• Significant experience in leading intricate Enterprise Proofs of Value (POVs).

• In-depth security knowledge across security operations, incident response, attacker behavior, network architecture, cloud environments, SIEM, endpoint/EDR, and detection and response.

• Ability to comprehend how security technologies integrate in real-world customer environments.

• Exceptional storytelling abilities for both technical and executive audiences.

• Trusted-advisor mentality with the capability to respectfully challenge proposed approaches.

• Strong project management and stakeholder management skills.

• High emotional intelligence and the ability to navigate disagreements and conflicting priorities.

• Genuine curiosity and a commitment to ongoing learning.

• Coachable with a willingness to accept feedback.

• Proven track record of enhancing processes, technical strategies, enablement, customer deliverables, or team practices.

• Authorized to work in the United States.

• Bachelor's degree in Computer Science, Information Security, or a related field (preferred).

🏝️ Benefits

• Unlimited Paid Time Off (PTO).

• Flexibility in work location.

• Up to 24 weeks of parental leave.

• Comprehensive health benefits.

• Equity opportunities.

• Transparent and equitable compensation practices.

• Travel opportunities including customer meetings, executive briefings, conferences, roadshows, and visits to Expel HQ.