Principal Solutions Engineer
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AI Summary
WHO WE ARE:
Aviatrix® is pioneering the Cloud Native Security Fabric — the architecture the Containment Era requires. The Cloud Native Security Fabric governs every workload communication path across every cloud, every VPC, every Kubernetes cluster, and every serverless function, from a single policy plane. One rule. Universal propagation. Enforced at the workload, not at a chokepoint. Trusted by more than 500 of the world's leading enterprises. For more information, visit aviatrix.ai.
ABOUT THE ROLE:
Aviatrix is seeking a dynamic Principal Solution Engineer based in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions. The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure.
Technical Sales Support
- Serve as the primary security subject matter expert during the sales process
- Conduct technical discovery sessions to identify security requirements and pain points
- Design and present customized security architectures using Aviatrix solutions
- Lead technical demonstrations and proof-of-concept implementations
- Respond to RFPs and technical questionnaires with security-focused content
- Support competitive differentiation discussions highlighting Aviatrix security advantages
Customer Engagement
- Build trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)
- Facilitate technical workshops and whiteboarding sessions
- Present at customer security forums and industry events
- Provide technical guidance throughout the sales cycle and post-sale implementation planning
Sales Collaboration
- Partner with Account Executives to develop territory and account strategies
- Qualify technical opportunities and provide accurate sales forecasting input
- Support deal negotiations with technical expertise and solution positioning
- Collaborate with channel partners on joint security initiatives
Product and Market Intelligence
- Provide customer feedback to product management and engineering teams
- Stay current with cloud security trends, threats, and regulatory requirements
- Contribute to competitive analysis and positioning materials
- Support marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)
Required Qualifications
Technical Expertise
- Bachelor's degree in Computer Science, Information Security, or related field
- 10+ years of hands-on experience in network security and/or cloud security
- Strong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)
- Experience with cloud platforms (AWS, Azure, GCP) and their native security services
- Knowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation
- Familiarity with zero-trust architecture principles and implementation
- Understanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR)
Sales and Communication Skills
- 10+ years of experience in technical sales, sales engineering, or customer-facing technical roles
- Proven track record of supporting complex B2B sales cycles
- Excellent presentation and communication skills for both technical and executive audiences
- Experience with Salesforce preferred and MEDDPICC
- Ability to translate technical concepts into business value propositions
Industry Knowledge
- Deep understanding of Cloud networking concepts and technologies
- Software-defined networking (SDN) and network function virtualization (NFV)
- DevSecOps practices and security automation
- Container and Kubernetes security
- Multi-cloud and hybrid cloud architectures
Preferred Qualifications
- Advanced degree in relevant field
- Industry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)
- Previous experience with Aviatrix or similar cloud networking solutions
- Experience in enterprise software sales or security consulting
- Public speaking experience at industry conferences or events
- Background in networking or security product management
- Native German Speaker
Key Performance Indicators
- Sales pipeline contribution and revenue attainment
- Technical win rate in supported opportunities
- Customer satisfaction scores for technical interactions
- Number of qualified opportunities generated through technical activities
- Time to technical qualification/proof of concept completion
Competencies
- Technical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions
- Customer Focus: Commitment to understanding and solving customer security challenges
- Sales Orientation: Drive to achieve revenue goals and support team success
- Communication: Clear, compelling communication across all organizational levels
- Collaboration: Effective partnership with sales, marketing, and technical teams
- Adaptability: Flexibility to work in a fast-paced, evolving technology environment
Travel Requirements
- Up to 60% travel for customer meetings, trade shows, and company events
- Occasional international travel may be required
Security Specialist KPIs
Primary Revenue Metrics
Pipeline & Revenue Generation
- Influenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support
- Influenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement
- Pipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue
- Revenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement
- Year-over-Year Revenue Growth - Growth in influenced revenue compared to previous period
Opportunity Metrics
- Number of Opportunities Supported - Total opportunities receiving technical security overlay
- New Opportunities Generated - Net new opportunities created through security specialist activities
- Technical Win Rate - % of opportunities won where security specialist provided technical support
- Competitive Win Rate - % of competitive deals won with security specialist involvement
Sales Process Efficiency
Velocity & Acceleration
- Sales Cycle Reduction - Average reduction in sales cycle time for supported opportunities
- Time to Technical Qualification - Average days from initial engagement to technical qualification
- Proof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions
- Average Time to PoC Completion - Days from PoC initiation to completion
Activity Metrics
- Customer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities
- Demonstrations Delivered - Number of security-focused product demonstrations
- RFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments
- Technical Proposals Delivered - Number of custom security architecture proposals
Thought Leadership
- Content Contributions - Number of technical blogs, whitepapers, or case studies authored
- Speaking Engagements - Number of conference presentations or webinar participations
- Customer Workshop Facilitation - Number of technical workshops conducted
Market & Product Impact
Market Intelligence
- Customer Requirements Documented - Number of detailed technical requirements gathered
- Product Enhancement Requests - Number of customer-driven feature requests submitted
- Competitive Analysis Updates - Frequency of competitive positioning updates provided
Product Advocacy
- Beta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs
- Product Feedback Quality Score - Rating of feedback provided to product management
This West Coast based annual base salary range for this full-time position is $182,647 - $214,879 + commissions + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located internationally. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process.
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BENEFITS
US: We cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy.
Outside the US: We offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipend
Your total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.
About Aviatrix
Aviatrix® is the cloud network security company trusted by more than 500 of the world’s leading enterprises. As cloud infrastructures become more complex and costly, the Aviatrix Cloud Network Security platform gives companies back the power, control, security, and simplicity they need to modernize their cloud strategies. Aviatrix is the only secure networking solution built specifically for the cloud, that ensures companies are ready for AI and what’s next. Combined with the Aviatrix Certified Engineer (ACE) Program, the industry’s leading secure multicloud networking certification, Aviatrix unifies cloud, networking, and security teams and unlocks greater potential across any cloud.
WE WANT TO INCLUDE YOU
We embrace the fact that not everyone’s journey took the same route or started at the same place. If your experience doesn’t quite meet the requirements but the opportunity excites you and you believe you could be great, don’t let that hold you back from applying. Tell us what you CAN bring and what makes you special.
Aviatrix is a community where everyone's career can grow and we want to help you achieve your goals and be “your best YOU,” however that looks. If you're seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let’s talk. We want to get to know you and how we could grow together.
Aviatrix, Inc. is an equal opportunity employer and does not make hiring decisions based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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