Sr Advisory Solution Architect - Government Healthcare and Education (Armis/Veza)

Description

The team is hiring a Solution Consultant to work alongside Sales and help government, healthcare and education customers handle hard problems in security, identity, access, asset visibility, exposure management and risk.

You will act as a technical and business adviser to customers. That means 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 leaders and tie what the product does to results they can measure.

Strong cybersecurity knowledge, hands-on enterprise networking experience, clear communication and a record of supporting long, complex enterprise sales cycles are the core of the role.

Responsibilities

• Work with Sales to run technical discovery, design solutions and validate them with customers.
• Give live demos, both virtual and in person.
• Set up and support proof-of-value and proof-of-concept projects.
• Explain what the technology does in terms of business outcomes.
• Act as a trusted adviser in evaluations, competitive deals and executive meetings.
• Write customer documents, technical summaries and solution write-ups.
• Teach technical training sessions built around customer use cases and proof-of-value findings.
• Take part in marketing events, conferences, webinars and speaking slots.
• Share field insights with Product, Enablement, Marketing, Customer Success and Support so the team can improve how work gets done.
• Travel as needed, usually 25% to 50% of the time, depending on region and business needs.

Requirements

• At least 5 years in Solution Consulting, Sales Engineering, Pre-Sales Engineering, Solutions Architecture or a closely related technical role.
• At least 5 years of 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.
• Working knowledge of enterprise networking, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT and network segmentation.
• Familiarity with capturing network traffic through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow and network telemetry.
• Ability 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.
• Ability to work well with hands-on practitioners, business stakeholders and executive buyers.
• A proven record of helping win technical deals, moving deals forward and delivering good customer outcomes.
• 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.

Conditions

Base pay for this role is $149,175 to $230,000, depending on location. Equity may apply, along with variable or incentive pay and benefits.

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

The base pay shown is a guideline. Actual total compensation depends on qualifications, skill level, competencies and work location, and pay is set by the geographic location of the role, which may change.

Work persona (flexible, remote or required in office) is assigned based on the job and work location. The company may use a third-party service to measure the distance between your home and the nearest office to confirm 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.