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

Description

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

You will act as a technical and business adviser to customers, running discovery, designing solutions, showing the product, and running proof-of-value work and customer validation.

You will engage security, identity, infrastructure, IT, risk, and executive leaders and tie the product's technical features to results they can measure.

The company wants someone with deep cybersecurity knowledge, hands-on enterprise networking experience, clear communication, 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 demonstrations both virtually and in person.
• Set up and support proof-of-value and proof-of-concept engagements.
• Explain what the technology does in terms of business outcomes.
• Act as a trusted adviser during evaluations, competitive deals, and executive meetings.
• Write customer-facing documents, technical summaries, and solution narratives.
• Run technical training sessions 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 pass along field feedback and improve how work gets done.
• Travel as needed, typically 25% to 50% of the time, depending on region and business needs.

Requirements

• Required: at least 5 years in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture, or a closely related technical role.
• Required: at least 5 years of technical, pre-sales, or customer support work with customers.
• Required: experience supporting complex cybersecurity, SaaS, or enterprise platform sales with enterprise customers.
• Required: solid grasp of cybersecurity concepts, identity and access, governance and risk, and security operations.
• Required: strong working knowledge of enterprise networking, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT, and network segmentation.
• Required: familiarity with traffic capture through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow, and network telemetry.
• Required: you can explain how security platforms connect to customer networks to collect data, provide visibility, and support technical validation in demos, proof-of-value, and proof-of-concept work.
• Required: strong presentation, storytelling, and executive communication skills.
• Required: you can work well with hands-on practitioners, business stakeholders, and executive buyers.
• Required: a proven record of helping win technical deals, moving deals forward, and delivering good customer results.
• Required: a BS in Computer Science, MIS, or 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.
• Success in this role means you become productive quickly and add value to live sales pursuits.
• Success means delivering strong demos, proof-of-value, and proof-of-concept work that moves pipelines forward.
• Success means building trusted-adviser relationships with customers and Sales partners.
• Success means showing solid technical credibility across complex opportunities and linking solutions to measurable business outcomes.
• Success means helping improve win rates and deal quality and scaling how Solution Consulting is delivered.

Conditions

Base pay for this role in this location is $149,175 to $240,000, plus equity where applicable, variable or incentive pay, and benefits.

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

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

Work setup is flexible, remote, or in-office, assigned according to the nature of the work and your work location.

The company may use a third-party service to check the distance between your home and the nearest office to determine your work setup eligibility.

Benefits

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