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Senior Solution Architect (Security)

Presales/Direct Hire

CLIENT OVERVIEW

Our client, a US-based multinational corporation, focuses on equipping businesses with the essential tools and infrastructure to accelerate their digital transformation in an ever-evolving technological environment. Through its global high-performance network, edge computing capabilities, and cutting-edge cloud solutions, the company helps organizations enhance operational efficiency, foster innovation, and deliver exceptional customer experiences.

ROLE SUMMARY

The Senior Lead Solution Architect (Security) provides Top in Class Solution Architecture support for cybersecurity solutions and services. They are the customers trusted advisor whom will be responsible for architecting and designing solution that will deliver the outcomes and achieves the customers business needs and objectives. 
The Senior Lead Solution Architect (Security) is responsible to provide consultative technical expertise throughout the sales cycle which includes the preparation and presentation of designs, bids, and proposals.  
 
RESPONSIBILITIES
  • Lead consultative engagements with prospective and existing customers to understand their security needs and challenges.
  • Design and propose The Company Advanced MDR or other security services from our portfolio, incorporating threat intelligence, vulnerability management, incident response, and other relevant security services.
  • Develop and deliver persuasive and compelling presentations, proposals, and solution documentation that clearly articulate the value proposition of our services, in a professional and engaging manner.
  • Collaborate with sales teams to qualify opportunities and drive successful outcomes.
  • Effectively communicate The Company technical capabilities to customers, aligning their expectations with our offerings and roadmaps.
  • Develop strong relationships with customers and internal sales teams to drive opportunities to closure and exceed sales targets.
Solution Design: 
  • Translate customer requirements into detailed technical designs for Advanced MDR deployments, considering factors such as network architecture, technology stack, compliance requirements, and industry best practices.
  • Define integration points with existing customer security infrastructure and tools.
  • Contribute to the development and enhancement of our service offerings by providing feedback of market or industry trends to our Product team, as continuous improvement.
  • Stay abreast of emerging security threats and technologies to ensure solutions remain relevant and effective.
  • Develop comprehensive security solutions by integrating The Company diverse offerings (network, cloud, etc.) to address customer needs end-to-end.
  • Provide post-sales technical support, including documentation and diagrams, to ensure smooth implementation and customer satisfaction.
Technical Expertise: 
  • Provide technical guidance and support to customers throughout the sales and onboarding process.
  • Participate in security assessments and workshops to identify vulnerabilities and recommend mitigation strategies.
  • Contribute to the development of knowledge base articles, white papers, and other technical documentation.
  • Field technical questions from prospects and customers.
  • Collaborate with Product Management and Marketing to provide technical expertise and translate customer feedback into product enhancements.

Position Objectives:
  • Thought Leadership: Function as thought leader in Security - can demonstrate industry segment knowledge on how technology can meet real world customers needs and challenges
  • Driving Revenue Growth: Increase sales and adoption of The Company Advanced MDR services by effectively designing and presenting compelling security solutions to prospective and existing customers.
  • Expanding Market Reach: Contribute to the expansion of The Company market share in the Advanced MDR space by developing and promoting innovative solutions that address evolving customer needs, particularly in OT and cloud security.
  • Ensuring Customer Satisfaction: Deliver exceptional customer experiences by providing expert guidance, tailored solutions, and seamless post-sales support.
  • Strengthening The Company Expertise: Contribute to the enhancement of The Company Advanced MDR service offerings and internal knowledge base by staying abreast of industry trends, best practices, and emerging technologies.
  • Promoting Collaboration and Efficiency: Foster a collaborative environment with internal teams (sales, product management, marketing) to ensure alignment and drive continuous improvement in solution development and delivery.
 
REQUIREMENTS
  • Bachelor degree in Engineering / Computer Science
  • Complete understanding of the sales process.
  • More than 6 years of experience in cybersecurity, with a focus on SOC/MSS/MDR services design and implementation.
  • Good customer interaction skills in person.
  • Excellent interpersonal, and communication skills (oral, written and presentation)
  • Excellent organizational skills - able to work on multiple opportunities for multiple Clients simultaneously.
  • Experience performing needs assessments, and making recommendations based on the discovered need
  • Establishing and maintaining key relationships at senior levels within customer organizations to develop & close deals
  • Generate and share insights from customer engagement sessions to distil customer business needs, strategize on potential opportunities/offerings and collaborate with Product teams to develop compelling and repeatable client propositions
  • Formulating, implementing and managing strategic engagement plans for each opportunity including deal structuring ideas and proposal storylines/pitches for sharing across internal stakeholders
  • Negotiating major complex deals, in particular providing the technical support in developing a fit-for-purpose solution based on repeatable modules that can be delivered within commercial construct
  • Coordinating and working in a complex matrix environment to establish balance of solution and commercial outcome both internally and with customers
  • Being accountable for deal Business Cases for internal approvals
  • Ability to document solution components in a timely manner while ensuring acceptable level of detail, data integrity, and accountability
  • Ability and willingness to share knowledge and expertise among various organizations within the company
  • Ability and willingness to take the initiative to facilitate teamwork within the various organizations of the company to serve the customer
  • Ability to work in a team environment and demonstrate strong problem solving skills
  • Capability to schedule time with flexibility to handle varying workload, and still meet tight deadlines

Domain Knowledge: 
  • Strong understanding of security principles, frameworks, and best practices (e.g., NIST, ISO 27001).
  • In-depth knowledge of security technologies, including SIEM, EDR, firewalls, intrusion detection/prevention systems, and vulnerability scanners.
  • Hands-on experience with cloud security platforms (e.g., AWS, Azure, GCP).
  • Familiarity with OT security concepts and technologies.
Skills: 
  • Excellent communication, presentation, and interpersonal skills.
  • Strong analytical and problem-solving abilities.
  • Ability to work independently and as part of a team.
  • Proven ability to manage multiple projects and prioritize tasks effectively.
Success Measurements:
  • Conversion Rate of > 25%
  • Bookings Performance of 100% of Target
  • Expectation management (internal and external); NPS scores

GOOD TO HAVE
  • Relevant industry certifications (e.g., CISSP, CISM, GIAC).
  • Experience with scripting or programming languages.
  • Knowledge of threat hunting methodologies and techniques.

JOB ID: 2222

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