Solution Architect

About The Role

We are looking for a seasoned, hardworking, innovative, and overachieving Solutions Architect with proven experience and a passion for selling technology solutions to senior executives. You will be responsible for selling to new prospects, upselling, cross-selling, and diligently handing off new customers to Customer Success to support customer satisfaction and contribute to the overall success of the sales team and the business. This position requires that the candidate be an industry subject matter expert with business acumen.

What You Will Do

• Support Enterprise Account Executives in solution selling to the prospect account base,
• Drive technical engagements with prospects to secure technical wins and accelerate the deal cycle,
• Partner with sales executives to plan, prepare, and execute strategic deals in a complex sales environment,
• Build compelling business cases that demonstrate ROI and strategic alignment,
• Match customer challenges and requirements to tailored technical solutions,
• Create and deliver persuasive presentations, demos, and RFP responses that clearly communicate the Picus platform's value proposition,
• Manage PoC (Proof of Concept) projects with clear deliverables and timelines,
• Stay current on competitive offerings and provide insights to product and marketing teams,
• Act as a trusted advisor to customers, shaping strategic growth plans that drive loyalty, retention, and expansion,
• Cultivate long-lasting relationships with key decision-makers and stakeholders to embed Picus as a critical part of their security strategy,
• Support the technical onboarding process and ongoing engagements to ensure effective adoption and customer proficiency,
• Work with internal teams to monitor customer health metrics and proactively take actions to improve value realization and prevent churn,
• Identify and unlock upsell and cross-sell opportunities in collaboration with sales,
• Inform customers about emerging cybersecurity trends and Picus innovations,
• Represent the customer’s voice internally by funneling actionable feedback to product, R&D, and support teams,
• Build strong relationships with technical contacts within partners and distributors,
• Support and educate partners to deepen their technical knowledge of the Picus platform,
• Collaborate on joint customer engagements and drive joint success through the channel.

What You Have

• 5+ years of experience as a Cybersecurity Solutions Architect / Security Architect / Pre-Sales Engineer,
• Solid technical background with understanding and/or hands-on experience in networking and cybersecurity,
• Excellent presentation and creativity skills with the ability to build quick audience rapport,
• Ability to align with Inside Sales, Channel/BD, Sales, and Marketing teams,
• Maximize sales impact with MEDDPICC,
• Experience in preparing technical architecture blueprints. Working knowledge and familiarity with Virtualization and Cloud technology are desirable,
• Professional security-related qualifications such as CISSP, CISM, CRISC, CISA, GIAC, or equivalent are highly desirable,
• Working knowledge and familiarity with GRC and Offensive Security consulting services (e.g., penetration testing, PCI audit, security assessment) from a pre-sales perspective,
• Strong personal network within the industry,
• Ability to creatively explain and present complex concepts in an easy-to-understand manner,
• Proven record of selling complex enterprise solutions and experience working in a customer-facing role, and comfortable presenting technical and business-related topics to small to medium audiences,
• Excellent English written and verbal communication skills,
• Working within or with a SOC environment is also desirable,
• Growth mindset and never stop learning!