Were hiring a cloud solutions architect in the continental U.S. to expand our mid-enterprise and large-enterprise presence through new customer acquisition and existing account expansion.Candidates must have a proven track record of overachieving in selling technically complex SaaS security solutions to demanding technical buyers, with at least three years of recent experience in cloud security, server/workload/endpoint security, or container security. Daily engagement with extremely technical buyers requires fluency in cloud technologies and cybersecurity on day one.
In this role you will be responsible for independently and actively driving the technical sales activities across multiple parallel sales cycles. You will partner with our sales representatives and customer success to build relationships, gain trust, and position our solutions and value propositions. You will primarily interact with technical buyers within information security and DevOps organizations of prospective customers. You will work with prospective customers to understand their challenges and demonstrate how we can solve them through technical demonstrations, leading proof-of-concept activities, and developing solution proposals in collaboration with Customer Success. As a Cloud Solutions Architect, you will also be a key player in driving the companys success through helping current customers gain maximum value from the CloudPassage Halo platform. Serving as a technical expert on cloud security, you will gain a deep understanding of the CloudPassage Halo solution set, design compelling solutions, handle tough objections, and lead successful customer evaluations to gain technical wins.ResponsibilitiesAccountable for successfully managing technical selling activities through the full sales cycle, selling to highly technical buyers and information security executivesMaintain a thorough knowledge of the cloud workload protection market and Halo architecture, operational model, features and capabilitiesServe as an advisor to current and prospective customers on how Halo can solve current and anticipated customer needsPartner with sales representatives and account managers to navigate complex, multi-stakeholder deal cycles (new logos and expansions)Prepare and deliver compelling demonstrations of CloudPassage Halos value to prospective customers, existing clients and ecosystem partnersOwn the consultative technical discovery process to identify, clarify, and document prospective customers challenges, requirements, and constraintsSynthesize high-level design solution proposals that demonstrate clearly how Halo features and capabilities can solve customer requirementsManage prospective customer proof-of-concept testing to validate technical requirementsHandle all technical questions, objections, and challenges
The qualified candidate will possess:High energy and motivationHistory of proactively executing to overachievementIntelligent, charismatic, positive can-do" personality over the phone and in personEnthusiasm for technology, drive to independently expand technical knowledge, and ability to communicate technical concepts clearly and correctlyResourceful, adaptable, and motivated by the dynamic environment of a growth-stage startupHands-on experience with AWS, Azure or other cloud technologies a must-haveProven success in emerging technology markets with rapid change and many unknownsStrong phone presence, teleconferencing skills, and ability conduct business remotelyStrong listening, presentation, activity management, and communication skillsSkilled with Salesforce CRM, Google Suite, web conferencing tools, and a variety of other sales and productivity tools from day oneEducation/Experience5+ years of full-time experience in pre-sales engineering for Infosec/Cybersecurity product salesMost recent 3+ years experience with a relevant B2B SaaS security vendor (cloud security, server/workload/endpoint security, container security, threat management, SIEM, etc.)Cloud Security Alliance CCSK is required or must be completed within 90 days of hireAdditional industry security certifications such as CISSP or GIAC are a plusTrack record of successfully managing complex sales cyclesCredible knowledge and significant hands-on experience with at least two of the following technologies:Public IaaS (AWS, Azure, Google Cloud Platform)Server operating system security (Linux, Windows, CoreOS)Container technology (Docker, Kubernetes, ECS, EKS, Fargate, etc.)Automation and DevOps tools (Puppet, Chef, Jenkins, Terraform, etc.)Credible knowledge and experience with Infosec/Cybersecurity concepts including:Cloud workload protection platform (CWPP) technologiesCloud security posture management (CSPM) technologiesContainer security technologiesSystem hardening and configuration securityVulnerability assessment & managementNetwork and host-based intrusion detectionSecurity information & event management (SIEM) solutionsManagement of compliance with common security & attestation standards (PCI DSS, HIPAA, SOC 2, FedRAMP, etc.)Bachelors degree in computer science or a related field (or commensurate experience)Diversity is important to us:At the heart of our company is a diverse group of employees who rely on their intimate knowledge of customer requirements and a unique blend of skill and innovation to develop and deliver the best possible products and services. We encourage the inclusion of all people and a work environment free from discrimination.We are dedicated to the principles of equal employment and advancement of people based on their individual qualifications, skills and abilities. This commitment is supported by policies and procedures that foster a nondiscriminatory workplace. Guided by a rigorous code of ethics that is applied with integrity, these fundamental characteristics are reflected throughout our organization and are key components of the strength we deliver to our customers.