Solutions Architect – AMER
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Job Description
Solutions Architect supporting the sales team and prospective customers at XBOW. Running demos, conducting technical onboarding, and guiding customer transitions from pre to post sales.
Responsibilities:
- Support the sales team by running demos for prospective customers
- Run Proof-of-Value (PoV) engagements to demonstrate the value of the XBOW platform
- Conduct technical discovery and requirements gathering during the sales process
- Guide customers through technical onboarding
- Act as Tier 1 support during the PoV stage
- Be open to transitioning into post-sales support roles when required
- Provide feedback to product teams on what you are seeing in the Field
- Help explain the technical and business value of the product
- Explain complex security concepts to customer teams
- Act as a the technical PoC for customers during pre-sales
- Support hand-off between pre and post sales teams
Requirements:
- Experience with pre-sales Solution Architecture in the security space, preferably with a SaaS product
- Deep understanding of SAST, SCA and DAST products in the market
- 10+ years Red Team/SOC/Security Engineering/DevSecOps or adjacent experience
- Strong command of pen-testing concepts and approaches (for example Cyberkill chain framework, OWASP Top 10)
- Understanding of security frameworks and compliance, such as ISO-27001, SOC2, PCI and HIPAA
- Can support sales teams with discovery and requirements gathering
- Comfortable leading PoC/PoVs for customers
- Capable of explaining complex security concepts clearly to mixed audiences
- Used to tailoring messaging to CISOs, security engineers and executives
- Experience working with Product Engineering teams to communicate customer learnings
- Basic understanding of customer buying drivers and objections
Benefits:
- Competitive salary
- Offers Equity
- Offers Commission
- Significant opportunities to progress within the sales organization
- Directly impact XBOW’s mission to revolutionize cybersecurity
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