Solutions Architect
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Job Description
Solutions Architect advancing Axiad Mesh, an identity-risk decision platform. Leading demos, proof-of-value engagements, and technical deal strategy for cybersecurity customers.
Responsibilities:
- Own the Axiad Mesh technical narrative in the field and translate IVIP positioning, FAIR/ALE risk quantification, and closed-loop remediation into customer-specific stories
- Advise prospects and customers strategically by mapping identity exposure to business risk and prescribing Mesh solutions
- Design and deliver proof-of-value engagements end-to-end
- Run live product demos and configure customer environments
- Serve as the primary technical resource on qualified deals, owning demos, technical discovery, objection handling, and solution design alongside sales
- Shape deal strategy, identify expansion opportunities, and influence procurement through technical authority
- Represent Axiad at industry events, conferences, webinars, and customer advisory sessions
- Feed customer and field intelligence to product management and engineering to shape the roadmap
- Develop sales enablement assets including competitive battlecards, reference architectures, demo environments, and technical differentiation narratives
Requirements:
- 8+ years in solutions architecture, sales engineering, or technical pre-sales in B2B cybersecurity or identity security
- Deep fluency across identity and access management, including PKI, CBA, FIDO/passkeys, MFA, and identity infrastructure
- Experience in IAM, PAM, ITDR, or adjacent cybersecurity spaces strongly preferred
- Strong understanding of risk quantification frameworks, including FAIR/ALE preferred
- Proven ability to lead complex proof-of-value and proof-of-concept engagements that directly influenced deal outcomes
- Experience with cloud platforms: AWS, Azure, and GCP
- Familiarity with security protocols, cryptographic principles, and networking fundamentals
- Bachelor's degree in Computer Science, Information Technology, Cybersecurity, or related field
- Relevant certifications such as CISSP, CISM, CKA, or AWS Solutions Architect are a plus
- Willingness to travel up to 50% for customer engagements, events, and field activity
- Ability to use AI tools for demo automation, competitive research, technical content creation, and field enablement
- Ability to communicate clearly, present compellingly, and command the room
- Ability to work effectively in a fast-moving, ambiguous startup environment
Benefits:
- Bonus
- Equity
- Competitive compensation and benefits
- Fun and creative work environment
- Work with a talented group of individuals
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