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

Description

The company is hiring a Solution Consultant to work alongside Sales and help government, healthcare, and education customers with complex challenges 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 demonstrations, leading proof-of-value work, and validating solutions with customers. You will meet security, identity, infrastructure, IT, risk, and executive stakeholders and tie product capabilities to outcomes they can measure.

The company is looking for strong cybersecurity knowledge, practical enterprise networking experience, clear communication, and a record of supporting long enterprise sales cycles.

Success in the role means becoming productive quickly and adding value to live sales deals, running demos, proofs of value, and proofs of concept that move pipelines forward, and building trusted relationships with customers and Sales partners. It also means showing credibility on complex deals, linking solutions to measurable business results, and helping improve win rates, deal quality, and how Solution Consulting operates at scale.

Responsibilities

• Work with Sales to lead technical discovery, solution design, and customer validation.
• Give live demonstrations, both virtual and in person.
• Set up and support proof-of-value and proof-of-concept projects.
• Turn technical features into business outcomes customers care about.
• Act as a trusted adviser in evaluations, competitive deals, and executive meetings.
• Write customer documents, technical summaries, and solution narratives.
• Run technical training based on customer use cases and findings from proof-of-value work.
• Support marketing events, conferences, webinars, and speaking slots.
• Share field insights with Product, Enablement, Marketing, Customer Success, and Support to 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 in customer-facing technical, pre-sales, or customer support work.
• Required: experience supporting complex cybersecurity, SaaS, or enterprise platform sales cycles 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 capturing network 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, provide visibility, and support technical validation in demos, POVs, and POCs.
• Required: strong presentation, storytelling, and executive communication skills.
• Required: ability to work effectively with technical staff, business stakeholders, and executive buyers.
• Required: proven record of contributing to technical wins, moving deals forward, and delivering good customer outcomes.
• Required: 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 roles in this location, base pay is $149,175 to $230,000. The base pay shown is a guideline, and actual total compensation depends on qualifications, skill level, competencies, and work location.

The role also includes equity where applicable, variable or incentive pay, and benefits. Sales roles generally offer an On Target Earnings (OTE) incentive structure.

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

Work setup is one of three personas: flexible, remote, or required in office. Personas are assigned based on the type of work and the employee's work location. The company may use a third-party service to check the distance between your home and 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 and family leave programs.