As a Solution Architecture, you will be responsible for the design and presentation of solutions across the breadth of our product and industry offerings. You will be responsible for delivering compelling and functionally rich demonstrations of our solution that have been tailored and configured based on our understanding of customer needs. You will work closely with our technical team to build out the project scope to deliver the product solution. You will act as the trusted advisor with the customer, showing thought leadership and effectively helping shape sales and order management strategy.

• Partner with sales in the pre-sales process to understand customer requirements and map those back to the product portfolio
• Work with both prospects and existing customers to drive license and professional services revenue
• Direct involvement with nearly all aspects of the defined sales process, including: Qualification, needs assessment, client requirements, mutual need-fit, and product demonstration. Assist in response to Requests for Proposals, and technical and security integration know-how
• Create and conduct effective demo presentations that identify and address customer key business issues and highlight benefit proposed solutions
• Keep up to date with products and competitors
• Support client acquisition with pre-sales presentations, documentation & RFI requests
• Present and articulate product functionality, features and standardized solutions
• Participate in discovery sessions to fully understand the existing process, pain points, and business objectives to collaboratively define the implementation approach for clients & system partners
• Act as a technical subject matter expert in presenting integration options to our clients and integration partners.
• Analyzing a client’s IT system and infrastructure to meet expanded needs, diagnose system problems, and create recommendations to address gaps.
• Planning a timeline for the completion of projects.
• Defines technology solutions and capabilities according to client and project needs. Evaluate technical solutions and make optimal technical decisions to meet functional, non-functional, and critical client requirements.
• Working independently within a matrixed organization, communicating and working with product, application development, and technology teams (network, infrastructure, and application security teams) as required to break client goals and outcomes into concrete, actionable phases and tasks.
• Post-sale support for key customers to ensure a smooth transition into the implementation project

• Bachelor’s degree or equivalent experience is a must
• 2+ years of hand-on experience with virtualization such as VMware
• 2+ years of hand-on experience with Windows/Linux, network, and security appliance
• 1+ year of project management
• Experience mapping RFI/RFP requirements to system, network, security, and software solutions.
• Excellent interpersonal, communication, persuasion, presentation and writing skills
• Deep domain knowledge in one of our core verticals
• Experience scoping, managing, and executing customer demonstrations and Proof of Concepts
• Outstanding problem-solving skills, including the ability to meet a business requirement with a technical solution
• Outstanding solution scoping abilities, using our existing solution, and influencing new product development
• Excellent client-facing and internal communication skills (written and oral)
• Must be willing to work in a fast-paced startup environment with multiple roles