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

Description

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

You act as a technical and business adviser, running discovery, designing solutions, giving product demos, and carrying out proof-of-value work and customer validation. You will talk with security, identity, infrastructure, IT, risk and executive people to tie what the product does to results the business can measure.

Success in the role means becoming useful on live sales deals quickly, delivering strong demos, POVs and POCs that move pipeline forward, and earning trust from customers and Sales colleagues. You show credible technical depth on complex deals and help improve win rates, deal quality and how consistently the team runs solution consulting.

The team looks for deep cybersecurity knowledge, hands-on enterprise networking experience, strong communication skills, and a record of supporting long, complex enterprise sales cycles.

Responsibilities

• Work with Sales to lead technical discovery, solution design and customer validation.
• Give technical demos, both virtual and in person.
• Set up and support proof-of-value and proof-of-concept engagements.
• Turn technical features into business outcomes customers care about.
• Act as a trusted adviser in evaluations, competitive deals and executive discussions.
• Write customer-facing documents, technical summaries and solution narratives.
• Run technical training based on customer use cases and proof-of-value findings.
• Support marketing events, conferences, webinars and speaking engagements.
• Work with Product, Enablement, Marketing, Customer Success and Support to share field feedback and improve how work gets done.
• Travel as needed, usually 25-50% of the time, depending on region and business needs.

Requirements

• 5+ years in solution consulting, sales engineering, pre-sales engineering, solutions architecture or a similar technical role.
• 5+ years in customer-facing technical, pre-sales or customer support work.
• Experience supporting complex cybersecurity, SaaS or enterprise platform sales with enterprise customers.
• Solid grasp of cybersecurity concepts, identity and access, governance and risk, and security operations.
• Strong working knowledge of enterprise networking, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT and network segmentation.
• Familiarity with collecting traffic through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow and network telemetry.
• Able to explain how security platforms connect to customer networks to collect data, provide visibility and support technical validation in demos, POVs and POCs.
• Strong presentation, storytelling and executive communication skills.
• Able to engage technical practitioners, business stakeholders and executive buyers.
• Proven record of contributing to technical wins, moving deals forward and delivering good customer outcomes.
• 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 where applicable, variable or incentive compensation and benefits.

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

The base pay shown is a guideline; total compensation varies with qualifications, skill level, competencies and work location.

Pay is based on the geographic location of the role and may change with work location.

Work setup is flexible, remote or required in office, assigned by the nature of the work and work location. To check eligibility, the company may use a third-party service to measure the distance between your primary residence and the nearest office.

Benefits

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