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

Description

The company is hiring a Solution Consultant to work with Sales on security, identity, access, asset visibility, exposure management and risk problems for GHE customers.

You act as a technical and business adviser. You run discovery, design solutions, give product demos, lead proof-of-value work and validate solutions with customers.

You will talk with security, identity, infrastructure, IT, risk and executive leaders and tie product capabilities to outcomes the business can measure.

The ideal candidate has deep cybersecurity knowledge, hands-on enterprise networking skills, clear communication and a record of supporting long enterprise sales cycles.

Early on, you should get up to speed quickly and contribute to live sales deals. Success means high-quality demos, POVs and POCs that move pipeline forward, trusted relationships with customers and Sales, credibility on complex deals, links to measurable outcomes, and contributions to higher win rates, better deal quality and scalable Solution Consulting work.

Responsibilities

• Work alongside Sales to run technical discovery, shape 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 delivers in business terms.
• Advise customers during evaluations, competitive deals and executive meetings.
• Write customer documents, technical summaries and solution stories.
• 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 to improve how the team works.

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 roles.
• Experience supporting complex cybersecurity, SaaS or enterprise platform deals with large accounts.
• Solid grasp of cybersecurity basics, identity and access, governance and risk, and security operations.
• Working knowledge of enterprise networking, including routing, switching, VLANs, subnetting, firewalls, DNS, NAT and segmentation.
• Familiarity with traffic capture through SPAN ports, port mirroring, TAPs, packet capture brokers, NetFlow and telemetry.
• Can explain how security platforms connect to customer networks to gather data, provide visibility and support validation in demos, POVs and POCs.
• Strong presentation, storytelling and executive communication skills.
• Can work with hands-on practitioners, business leaders and executive buyers.
• Proven record of helping win deals, moving them forward and delivering good customer results.
• BS in Computer Science, MIS or Cybersecurity, or equivalent experience.
• Preferred: hands-on IAM or IGA experience.
• Preferred: background in security operations or security engineering.
• Preferred: asset discovery experience 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.

Conditions

Travel is expected at about 25, 50%, varying by region and business needs.

Base pay for this location is $149,175 - $230,000, plus equity where applicable, variable or incentive pay and benefits.

Sales roles generally carry a competitive On Target Earnings (OTE) incentive structure.

Base pay is a guideline; total pay depends on qualifications, skill level, competencies and work location.

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

Work personas (flexible, remote or required in office) are assigned by the nature of the work and your work 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 and an employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away and family leave programs.