Solutions Architect

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

📋 Description

• Take ownership of the Axiad Mesh technical narrative within the industry, converting IVIP positioning, FAIR/ALE risk quantification, and closed-loop remediation into tailored customer stories.

• Provide strategic advice to prospects and clients by aligning identity exposure with business risks and recommending Mesh solutions.

• Design and execute comprehensive proof-of-value engagements from start to finish.

• Conduct live product demonstrations and set up customer environments.

• Act as the main technical resource for qualified deals, managing demos, technical discovery, objection handling, and solution design in collaboration with the sales team.

• Shape deal strategies, identify opportunities for expansion, and exert technical authority to influence procurement decisions.

• Represent Axiad at industry events, conferences, webinars, and customer advisory sessions.

• Provide insights from customers and the field to product management and engineering to help shape the product roadmap.

• Create sales enablement materials such as competitive battlecards, reference architectures, demo environments, and narratives that highlight technical differentiation.

⛳️ Requirements

• Over 8 years of experience in solutions architecture, sales engineering, or technical pre-sales within B2B cybersecurity or identity security.

• Extensive knowledge of identity and access management, including PKI, CBA, FIDO/passkeys, MFA, and identity infrastructure.

• Experience in IAM, PAM, ITDR, or related cybersecurity domains is highly preferred.

• Strong grasp of risk quantification frameworks, particularly FAIR/ALE, is preferred.

• Demonstrated ability to lead complex proof-of-value and proof-of-concept engagements that have significantly influenced deal outcomes.

• Proficiency with cloud platforms including AWS, Azure, and GCP.

• Familiarity with security protocols, cryptographic principles, and networking basics.

• A bachelor's degree in Computer Science, Information Technology, Cybersecurity, or a related discipline.

• Relevant certifications such as CISSP, CISM, CKA, or AWS Solutions Architect are advantageous.

• Willingness to travel up to 50% for customer engagements, events, and field activities.

• Capability to utilize AI tools for demo automation, competitive research, technical content creation, and field enablement.

• Excellent communication skills, with the ability to present persuasively and command attention in a room.

• Capacity to thrive in a fast-paced, ambiguous startup environment.

🏝️ Benefits

• Bonus

• Equity

• Competitive compensation and benefits

• Enjoyable and creative work environment

• Collaborate with a skilled team of professionals