Outbound Solutions Architect

About the Role

Abnormal AI is seeking an Outbound Solutions Architect to serve as a technical expert and trusted advisor to existing customers. The primary focus of this role is assisting organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS), tightly integrated with Abnormal AI’s platform. In partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs), you will own SEG displacement opportunities end-to-end — leading architecture-level technical discussions, running deep discovery, articulating the technical and business value of Abnormal AI’s platform, and orchestrating successful migrations. The ideal candidate will have deep expertise in email security, a hunter mindset, a proven ability to carry a quota in an outcome-based environment, and the instincts to earn trusted advisor status with large enterprise customers.

What you will do

• Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs)
• Generate interest in SEG displacement and drive discovery of priority opportunities, ensuring a strong displacement pipeline of well-qualified accounts
• Lead architecture-level conversations and confidently address common SEG displacement objections with technical depth and credibility
• Translate the SEG capabilities customers rely on — DLP, URL isolation, DMARC services, SMTP relay, sandboxing — into Abnormal-equivalent workflows or partner solutions
• Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation
• Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections
• Collaborate on product direction and strategy efforts with Product Management and Engineering

Must Haves

• 5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security
• Deep understanding of email systems: Microsoft 365, Google Workspace, and Exchange on-premises
• Strong knowledge of Secure Email Gateways (Barracuda, Mimecast, Proofpoint) and Integrated Cloud Email Security (ICES) solutions and their various deployment methods
• Expertise in email and email security protocols such as SMTP, TLS, DMARC, Encryption, Spam Scanning, Sandboxing, and Payload Analysis
• Demonstrated experience owning SEG replacement projects or equivalent migrations to Integrated Cloud Email Security (ICES) solutions
• Knowledge of regulatory and compliance requirements (e.g., GDPR, HIPAA) relevant to email security
• Hunter mindset and strong sense of ownership; comfortable carrying a quota tied to a specific customer outcome rather than activity metrics
• Strong discovery skills that uncover risk, redundancy, and renewal pressure — not just stated requirements
• Proven ability to earn “trusted advisor” status with large and strategic customers
• Strong technical presentation and communication skills, both verbal and written
• Track record of carrying a quota or operating in an outcome-based performance model
• Ability to work independently in a fast-paced, high-impact enterprise environment

Nice to Have

• Certifications: Microsoft Certified: Messaging Administrator, Google Workspace Administrator, CISSP, GIAC, or similar
• Familiarity with advanced email security technologies such as Machine Learning and Behavioral Analysis
• Experience working alongside Customer Success teams in a post-sales capacity
• Experience collaborating with Product Management and Engineering on product roadmap and strategy

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