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

Description

The company wants a Solution Consultant to work alongside Sales and help enterprise customers with security, identity, access, asset visibility, exposure management and risk problems.

You will act as a technical and business adviser, running discovery, designing solutions, giving product demos, leading proof-of-value work and validating solutions with customers. You will meet security, identity, infrastructure, IT, risk and executive contacts and tie the technology to business results.

Ideal candidates know cybersecurity well, have hands-on enterprise networking experience, communicate clearly and have supported complex enterprise sales cycles.

Success means getting productive quickly on live deals, running strong demos, POVs and POCs that move pipeline, building trust with customers and Sales, showing technical credibility on large opportunities, linking solutions to measurable outcomes, and helping improve win rates, deal quality and consistent solution consulting delivery.

Responsibilities

• Lead technical discovery, solution design and customer validation together with Sales.
• Give live demos, both virtual and on site.
• Set up and run proof-of-value and proof-of-concept engagements.
• Turn technical features into business outcomes customers can see.
• Advise customers during evaluations, competitive deals and executive meetings.
• Write customer documents, technical summaries and solution narratives.
• Run technical training based on customer use cases and POV results.
• Take part in marketing events, conferences, webinars and speaking slots.
• Share field feedback with Product, Enablement, Marketing, Customer Success and Support so execution improves.
• Travel as needed, usually 25% to 50% of the time, based on region and business needs.

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 sales cycles for cybersecurity, SaaS or enterprise platforms with enterprise buyers.
• Required: good command of cybersecurity basics across identity, access, governance, risk and security operations.
• Required: solid understanding of enterprise networking, covering 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, give visibility and support technical validation in demos, POVs and POCs.
• Required: strong presentation, storytelling and executive communication skills.
• Required: ability to work with technical staff, business stakeholders and executive buyers.
• Required: a proven record of helping win technical deals, move deals forward and deliver good customer outcomes.
• Required: BS in Computer Science, MIS, Cybersecurity or equivalent experience.
• Preferred: hands-on IAM or IGA experience.
• 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 skills.

Conditions

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

Sales roles generally include an On Target Earnings incentive structure.

The base pay figure is a guideline. Total pay depends on qualifications, skill level, competencies and work location, follows the geographic location of the role and may change.

Work personas (flexible, remote or required in office) are assigned based on the nature of the work and the assigned location. The company may use a third-party service to measure the distance from your home to the nearest 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.