Senior Advisory Solution Architect – Government Healthcare and Education

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

📋 Description

• Collaborate with Sales to facilitate technical discovery, design solutions, and validate with customers.

• Provide both virtual and in-person technical demonstrations.

• Implement and support proof-of-value and proof-of-concept initiatives.

• Convert technical capabilities into tangible business results.

• Act as a trusted advisor throughout evaluations, competitive scenarios, and discussions with executives.

• Create customer-facing documentation, technical summaries, and solution narratives.

• Conduct technical training sessions tailored to customer use cases and proof-of-value findings.

• Assist with marketing events, conferences, webinars, and speaking opportunities.

• Work with Product, Enablement, Marketing, Customer Success, and Support teams to share insights from the field and enhance execution.

• Travel as necessary, typically ranging from 25–50%, based on regional and business needs.

⛳️ Requirements

• Over 5 years of experience in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture, or a similar technical role.

• More than 5 years of customer-facing technical, pre-sales, or support experience.

• Expertise in managing complex cybersecurity, SaaS, or enterprise platform sales cycles with enterprise clients.

• Strong comprehension of cybersecurity concepts, identity and access management, governance and risk, and security operations.

• Solid working knowledge of enterprise networking principles, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation.

• Familiarity with capturing network traffic through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry.

• Ability to comprehend and articulate how security platforms assimilate with customer network environments to gather data, offer visibility, and support technical validation during demonstrations, proofs of value, and proofs of concept.

• Excellent presentation, storytelling, and executive communication abilities.

• Capacity to engage effectively with technical practitioners, business stakeholders, and executive buyers.

• Proven track record of contributing to technical victories, advancing deals, and achieving successful customer outcomes.

• Bachelor's degree in Computer Science, Management Information Systems, Cybersecurity, or equivalent experience.

• Practical experience with IAM or IGA solutions.

• Background in Security Operations or security engineering.

• Experience with asset discovery in IoT, OT, or IoMT environments.

• Exposure to vulnerability management or risk-based vulnerability programs.

• Preferred security, cloud, or relevant technical certifications.

• Experience with Linux or Python scripting.

• Willingness to travel as needed, typically 25–50%.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.

• Options for flexible or remote work.

• Reasonable accommodations during the application process.