Enterprise Solutions Architect, Presales
New
A
AppViewXCybersecurity, identity 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 pre-sales, solutions architecture, or a senior technical customer-facing cybersecurity role focused on identity security.
- Bring hands-on expertise in at least two of the following: PKI, CLM, HSM, IAM, or PQC.
- 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 or 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, Cybersecurity, or 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 experience with Bash, PowerShell, Python, or Ansible.
- Preferred: experience with ServiceNow, Splunk, CyberArk, or enterprise ITSM/SIEM integrations; relevant security certifications or CA/Browser Forum mandate awareness.
Responsibilities
- Own the technical sales lifecycle for enterprise accounts, including discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure.
- Lead Western region enterprise opportunities involving CLM, PKI, Code Signing, Kubernetes TLS, AIS, and QTH.
- 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-level stakeholders on machine identity, Zero Trust, and cryptographic modernization.
- Architect and execute enterprise POCs/POVs, defining technical prerequisites, integration scope, success criteria, and executive readouts.
- Advise enterprise accounts on PQC readiness, NIST standards, HNDL threats, migration timelines, and certificate inventory assessments.
- Contribute to POC playbooks, integration reference architectures, technical runbooks, battlecards, RFP libraries, and shared knowledge resources.
- Support partner enablement and provide field feedback to Product Management on feature gaps, competitive pressures, and PQC integration requirements.
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