Description:
eSentire is looking for Senior Solutions Architect
Primary Responsibilities
- Partner with our premium partners and assigned Sales Account Executive(s) to achieve quarterly net-new sales booking targets
- Provide consultation to clients and prospects to understand their cybersecurity needs
- Understand eSentire’s service offerings to be able to communicate their value proposition and integration points within a customer’s cybersecurity architecture
- Deliver presentations, whiteboards, demos, workshops, and other engagements tailored to the specific needs of the prospect
- Design, scope and propose the appropriate solution(s) based on the customer’s needs
- Support channel partners to develop sales capability and on specific sales
- Understand the cybersecurity technology and vendor landscape
- Educate customers on the cybersecurity technology and vendor landscape, including how eSentire’s services differentiate from our competitors
- Tailor messaging to the prospective customer’s level of competency and experience – generalize the message to unsophisticated buyers, but be capable of deep-diving into technology for more advanced buyers
- Travel within the assigned sales territory to support direct sales efforts – up to 50% (pursuant to COVID-19 restrictions)
- Travel nationally to support conferences, industry events, partner events, company and team gatherings – up to 10-20% (pursuant to COVID-19 restrictions)
Secondary Responsibilities
- Build and maintain client relationships to identify prospective customers who may benefit from eSentire’s services
- Build and maintain relationships with existing customers to gather information on ways to advance or improve eSentire’s services
- Build and maintain relationships cross-functionally across eSentire teams, such as customer success, product management, marketing, etc.
- Identify opportunities to improve brand and marketing recognition within the assigned sales territory - potential conferences, speaking engagements, sponsorship opportunities, potential partners, etc.
- Remain up to date and be able to explain the latest breaches and threats, and how eSentire’s services can help protect against them
- Provide supplemental insight and feedback into sales forecasting (beyond what is provided by the Sales Account Executive)
- Provide technical assistance and general advice/guidance to less senior members of the Solutions Architecture team
- Participate in internal initiatives and projects not directly related to sales, with the goal of improving organizational function
- Obtain industry and vendor certifications as required
- Other duties as assigned
Minimum Qualifications
- 5+ years of previous technical pre-sales experience as a sales engineer, solutions engineer, solutions architecture, or similar role that carries a sales quota and is customer-facing
- Experience and understanding of one of more of following cybersecurity technologies: MDR, NDR, EDR, EPP, SIEM, Cloud Security, Network Security, Threat Intelligence, Managed Security Services, Security Operations, Digital Forensics & Incident Response, Penetration Testing, Vulnerability Scanning, Security Policies & Procedures
- Experience and understanding of general IT infrastructure & architecture (networking, LAN/WAN, systems, cloud)
- Excellent written and verbal communication skills
- Excellent technical knowledge, consultative skills, and presentation skills
- Excellent analytical and problem-solving skills
Ideal Qualifications
- Cybersecurity experience, either at a vendor (MDR/MSSP/similar) or security operations/security architecture at a company
- Bachelor’s or Master’s degree in cybersecurity, computer engineering, computer science, or similar analytic field
- Cybersecurity certifications from (ISC)2, ISACA, GIAC, CSA, CompTIA, Offensive Security, or similar vendor-agnostic certification bodies
- Cybersecurity or technology certifications from Microsoft, AWS, Google, Crowdstrike, Carbon Black, Sumo Logic, or similar vendors