Principal Solutions Architect
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Job Description
Principal Solutions Architect leading technical strategy, POVs, and enterprise security sales for Expel. Bridging Sales and Delivery across complex SIEM, endpoint, cloud, and incident-response environments.
Responsibilities:
- Own the technical strategy for complex Enterprise opportunities from initial discovery through POV, onboarding, and the customer's first 30 days
- Lead POVs end to end by defining success criteria, building delivery plans, coordinating teams, troubleshooting issues, and tracking execution
- Understand prospect challenges and map needs to what Expel's service can and cannot solve
- Deliver technical service demonstrations and compelling technical stories for practitioners and executives
- Act as a trusted technical advisor, navigate objections, challenge assumptions, and make sound technical recommendations
- Partner with Account Executives and Sales leadership on opportunity strategy, discovery, competitive positioning, RFPs/RFIs, and complex requirements
- Prepare Delivery teams for smooth pre-sales to service-delivery transitions
- Own technical escalations during POVs or the first 30 days of service through resolution
- Coordinate across Sales, Product, Engineering, SOC, Detection & Response, Customer Success, and Delivery
- Maintain working knowledge across SIEM, endpoint/EDR, network, cloud, security operations, incident response, attacker behavior, and detection and response
- Improve POV methodology, technical content, processes, customer handoffs, and internal enablement
- Raise the technical and consultative bar for the broader Solutions Architecture team
Requirements:
- 8+ years of relevant experience across Solutions Architecture, Sales Engineering, technical security selling, security consulting, security operations, incident response, or similar customer-facing security roles
- Track record of operating at a senior or principal level
- Ability to independently own complex Enterprise opportunities and influence stakeholders without formal authority
- Meaningful experience leading complex Enterprise Proofs of Value (POVs)
- Strong security knowledge across security operations, incident response, attacker behavior, network architecture, cloud environments, SIEM, endpoint/EDR, and detection and response
- Ability to understand how security technologies work together in real customer environments
- Strong storytelling skills for technical and executive audiences
- Trusted-advisor approach and ability to challenge proposed approaches respectfully
- Strong project and stakeholder management skills
- High EQ and ability to navigate disagreement and conflicting priorities
- Genuine curiosity and commitment to continuous learning
- Coachability and openness to feedback
- Track record of improving processes, technical strategy, enablement, customer deliverables, or team practices
- Authorized to work in the United States
- Bachelor's degree in Computer Science, Information Security, or a related discipline (bonus/preferred)
Benefits:
- Unlimited PTO
- Work location flexibility
- Up to 24 weeks of parental leave
- Excellent health benefits
- Equity
- Transparent and equitable compensation practices
- Travel opportunities including customer meetings, executive briefings, conferences, roadshows, and visits to Expel HQ
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