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 acts as a key technical advisor, responsible for designing cybersecurity solutions tailored to client objectives. This role plays a vital part in defining architectures that align with desired business outcomes, building trust as a strategic partner.
The position involves providing deep technical insight and consultative support throughout the sales cycle, contributing to solution development, bid responses, and technical proposals.
RESPONSIBILITIES
- Lead consultative engagements with prospective and existing customers to understand their security needs and challenges.
- Design and propose the Advanced MDR or other security services from the company 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.
- 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 the 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 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.
- Collaborate with Product Management and Marketing to provide technical expertise and translate customer feedback into product enhancements.
Objective for this role:
- Industry Thought Leadership: Serve as a domain expert in cybersecurity, particularly within MDR, and be able to relate industry-specific needs to technology strategies.
- Driving Revenue Growth: Increase customer acquisition and solution adoption by providing technically sound and compelling architectures.
- Market Expansion: Support the business in gaining share within the MDR and broader security markets, particularly around OT and cloud environments.
- Client Satisfaction: Ensure delivery of high-impact, customized solutions that meet or exceed client expectations.
- Knowledge & Capability Development: Contribute to improving service offerings and internal capabilities by staying informed about changes in cybersecurity best practices and technologies.
- Internal Alignment: Encourage collaboration between pre-sales, product development, and delivery teams to enhance solution quality and operational efficiency.
REQUIREMENTS
- Bachelor degree in Engineering / Computer Science or equivalent
- 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:
- Deep understanding of information security frameworks and standards (e.g., NIST CSF, ISO 27001).
- Proficient in the application and configuration of tools such as SIEM, EDR, IDS/IPS, and vulnerability scanning platforms.
- Demonstrated experience with securing environments across AWS, Azure, and GCP platforms.
- Familiarity with securing operational technology (OT) systems, including industrial protocols and risk mitigation techniques.
Skills:
- Strong communication, client-facing presentation, and stakeholder engagement skills.
- Advanced analytical thinking and troubleshooting expertise.
- Comfortable working independently or collaboratively.
- Proven project and time management capabilities across multiple priorities.
Success Measurements:
- Opportunity-to-win conversion rate exceeding 25%.
- Achieving 100% or greater of assigned booking targets.
- Maintaining high internal and external satisfaction levels (as measured through feedback or NPS scores).
- Delivery of accurate and timely solution documentation.
- Support of consistent, efficient delivery practices that drive customer trust.
GOOD TO HAVE
- Professional certifications such as CISSP, CISM, or GIAC.
- Background in scripting or automation for security processes.
- Understanding of modern threat detection techniques and proactive defense strategies.