Advisory Solution Consultant – Security, Identity & Exposure Management (Armis/Veza)

Description

The company is hiring a Solution Consultant to work alongside Sales on enterprise accounts facing security, identity, access, asset visibility, exposure management, and risk problems.

You act as a technical and business advisor, running discovery, designing solutions, showing the product, and leading proof-of-value work and customer validation. You engage security, identity, infrastructure, IT, risk, and executive leaders to tie capabilities to measurable business results.

Within a short time you should be productive and contributing to live sales pursuits. Success means demos, POVs, and POCs that move pipeline, trusted relationships with customers and Sales, and clear technical credibility on complex deals. It also means linking solutions to business outcomes and helping win rates, deal quality, and scalable consulting execution improve.

Responsibilities

• Lead technical discovery, solution design, and customer validation alongside Sales.
• Run virtual and in-person technical demonstrations.
• Set up and support proof-of-value and proof-of-concept engagements.
• Explain how technical capabilities produce business outcomes.
• Act as a trusted advisor in evaluations, competitive deals, and executive meetings.
• Write customer documents, technical summaries, and solution narratives.
• Teach technical training sessions built on customer use cases and POV results.
• Take part in marketing events, conferences, webinars, and speaking engagements.
• Share field insights with Product, Enablement, Marketing, Customer Success, and Support to improve how work gets done.
• Travel 25% to 50% of the time, depending on region and business need.

Requirements

• Required: 5+ years in solution consulting, sales engineering, pre-sales engineering, solutions architecture, or a similar technical role.
• Required: 5+ years of customer-facing technical, pre-sales, or customer support work.
• Required: experience supporting complex cybersecurity, SaaS, or enterprise platform sales with enterprise customers.
• Required: working understanding of cybersecurity concepts, identity and access, governance and risk, and security operations.
• Required: solid working knowledge of enterprise networking, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation.
• Required: familiarity with capturing traffic through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry.
• Required: ability to explain how security platforms connect to customer networks to collect data, provide visibility, and support technical validation in demos, POVs, and POCs.
• Required: strong presentation, storytelling, and executive communication skills.
• Required: ability to engage technical practitioners, business stakeholders, and executive buyers.
• Required: proven record of contributing to technical wins, deal progression, and successful customer outcomes.
• Required: BS degree in Computer Science, MIS, Cybersecurity, or equivalent experience.
• Preferred: hands-on experience with IAM or IGA solutions.
• Preferred: background in security operations or security engineering.
• Preferred: experience with asset discovery across IoT, OT, or IoMT environments.
• Preferred: exposure to vulnerability management or risk-based vulnerability programs.
• Preferred: security, cloud, or other relevant technical certifications.
• Preferred: Linux or Python scripting experience.

Conditions

For positions in this location, base pay is $149,175 to $240,000, plus equity when applicable, variable or incentive pay, and benefits.

Sales positions generally include an On Target Earnings (OTE) incentive structure.

Base pay is a guideline. Total compensation depends on qualifications, skill level, competencies, and work location, and pay is set by the geographic location of the role and may change.

Work persona is flexible, remote, or required in office, assigned based on the nature of the work and work location.

To check eligibility for a work persona, the company may use a third-party service to measure the distance between your home and the nearest company office.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) plan with company match.
• Employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.