Enterprise Solutions Architect, Presales
New
A
AppViewXIdentity security
Western United States (CA / WA / CO preferred) – Remote-first with significant regional travelFull-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 7+ years of experience in enterprise pre-sales, solutions architecture, or a senior technical customer-facing role within cybersecurity around identity (IAM) security.
- Required Skills
- Kubernetes
Requirements
- Have 7+ years of experience in enterprise presales, solutions architecture, or a senior technical customer-facing cybersecurity role focused on identity security.
- Bring hands-on expertise in at least two of PKI, Certificate Lifecycle Management, Hardware Security Modules, IAM, or Post-Quantum Cryptography.
- Have PKI experience with CA hierarchy design, ADCS, EJBCA, or commercial CA deployments, where applicable.
- Demonstrate experience engaging VP- and Director-level security or infrastructure stakeholders.
- Have led and closed enterprise POC/POV engagements in complex multi-cloud and hybrid environments.
- Have experience with hybrid cloud environments and modern infrastructure such as Kubernetes and virtualization.
- Understand Zero Trust and identity-centric security models.
- Have a track record in 6–12-month enterprise sales cycles involving multi-stakeholder procurement.
- Hold a bachelor's degree in computer science, Information Systems, or Cybersecurity, or have equivalent experience.
- Be based in the Western United States and able to travel 30–40% for customer, partner, and internal engagements.
- Preferred: experience displacing Venafi, Keyfactor, DigiCert, or Entrust; familiarity with EJBCA, HashiCorp Vault PKI, or open-source CA platforms.
- Preferred: knowledge of ACME, SCEP, EST, or CMP; scripting or automation with Bash, PowerShell, Python, or Ansible; and experience integrating CLM with ServiceNow, Splunk, CyberArk, or ITSM/SIEM platforms.
Responsibilities
- Own the technical sales lifecycle for enterprise accounts, from technical discovery and solution design through architecture workshops, POC/POV execution, competitive displacement, and technical closure.
- Lead West region opportunities involving CLM, PKI, Code Signing, Kubernetes TLS, AIS, and QTH deployments.
- Develop account-level technical strategies and identify expansion, upsell, and cross-sell opportunities.
- Partner with Enterprise AEs and Regional Sales leadership on deal strategy and competitive positioning.
- Engage VP Infrastructure, VP Security, and CISO stakeholders on machine identity, Zero Trust, and cryptographic modernization.
- Architect and execute enterprise POCs/POVs, including prerequisites, integration scope, success criteria, and executive readouts.
- Advise enterprise customers on post-quantum readiness, NIST PQC outcomes, HNDL threats, migration timelines, and certificate inventory assessments.
- Contribute POC playbooks, reference architectures, runbooks, competitive materials, RFP libraries, and shared knowledge.
- Support partner enablement and provide field feedback to Product Management on feature gaps, competitive pressures, and PQC integration requirements.
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