Senior Advisory Solution Architect – Government Healthcare, Education

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

📋 Description

• Collaborate with the Sales team to spearhead technical discovery, solution design, and customer validation.

• 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 outcomes.

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

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

• Conduct technical training sessions based on customer use cases and proof-of-value findings.

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

• Work collaboratively with Product, Enablement, Marketing, Customer Success, and Support teams to provide field insights and enhance execution.

• Travel as necessary, typically between 25–50%, depending on the region and business requirements.

• Address complex cybersecurity, identity, access, asset visibility, exposure management, and risk challenges for government, healthcare, and education clients.

• Link technical capabilities to quantifiable business outcomes.

• Contribute to improved win rates, enhanced deal quality, and scalable Solution Consulting execution.

⛳️ 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 customer support experience.

• Experience in managing complex cybersecurity, SaaS, or enterprise platform sales cycles with large customers.

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

• Essential to have a solid understanding of enterprise networking concepts, 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.

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

• Excellent presentation, storytelling, and executive communication skills.

• Ability to effectively engage with technical practitioners, business stakeholders, and executive decision-makers.

• Proven track record of contributing to technical successes, deal advancements, and positive customer outcomes.

• Bachelor’s degree in Computer Science, MIS, Cybersecurity, or equivalent experience.

• Preferred hands-on experience with IAM or IGA solutions.

• A background in Security Operations or security engineering is preferred.

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

• Familiarity with vulnerability management or risk-based vulnerability programs is preferred.

• Relevant security, cloud, or technical certifications are preferred.

• Experience with Linux or Python scripting is preferred.

🏝️ 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.

• Flexible or remote work options.

• Reasonable accommodation support throughout the application process.