Senior Solutions Architect - Channel

About eSentire:

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can't find a solution, you build it. And today, that means pioneering the future of AI-powered security. At eSentire, we're building a cutting-edge AI Security Operations Platform that will amplify human expertise, not replace it, creating a workplace where innovation meets impact.  

Our culture is based on transparency, teamwork, and continuous innovation, where your ideas can shape how AI and human intelligence work together to outsmart cyber adversaries. As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries—and we're looking for forward-thinking talent to help us define what AI-first security, human-backed trust means for the industry. 

About the Role:

The Senior Solutions Architect – Channel is a pre-sales technical role responsible for supporting the sale of eSentire’s products and services within an assigned sales territory.  The main function of this role is to combine technical knowledge and sales skills in order to describe how eSentire’s services can solve customer cybersecurity problems for our customers and partners. The Senior Solutions Architect will work closely with their assigned Channel Managers to achieve quarterly net-new sales booking targets.

Primary Responsibilities

• Partner with assigned Channel Manager(s) to achieve quarterly net-new sales booking targets
• Provide consultation to clients and prospects to understand their cybersecurity needs
• Understand eSentire’s service offerings to be able to communicate their value proposition and integration points within a customer’s cybersecurity architecture
• Deliver presentations, whiteboards, demos, workshops, and other engagements tailored to the specific needs of the prospect
• Design, scope and propose the appropriate solution(s) based on the customer’s needs
• Understand the cybersecurity technology and vendor landscape
• Educate customers on the cybersecurity technology and vendor landscape, including how eSentire’s services differentiate from our competitors
• Tailor messaging to the prospective customer’s level of competency and experience – generalize the message to unsophisticated buyers, but be capable of deep-diving into technology for more advanced buyers
• Travel within the assigned sales territory to support direct sales efforts – up to 50%
• Travel nationally to support conferences, industry events, partner events, company and team gatherings – up to 5%

Secondary Responsibilities

• Build and maintain client relationships to identify prospective customers who may benefit from eSentire’s services
• Build and maintain relationships with existing customers to gather information on ways to advance or improve eSentire’s services
• Build and maintain relationships cross-functionally across eSentire teams, such as customer success, product management, marketing, etc.
• Identify opportunities to improve brand and marketing recognition within the assigned sales territory - potential conferences, speaking engagements, sponsorship opportunities, potential partners, etc. 
• Remain up to date and be able to explain the latest breaches and threats, and how eSentire’s services can help protect against them
• Provide supplemental insight and feedback into sales forecasting (beyond what is provided by the Sales Account Executive)
• Provide technical assistance and general advice/guidance to less senior members of the Solutions Architecture team
• Participate in internal initiatives and projects not directly related to sales, with the goal of improving organizational function
• Obtain industry and vendor certifications as required
• Other duties as assigned

Minimum Qualifications

• 5+ years of previous technical pre-sales experience as a sales engineer, solutions engineer, solutions architecture, or similar role that carries a sales quota and is customer-facing
• Experience and understanding of one of more of following cybersecurity technologies: MDR, NDR, EDR, EPP, SIEM, Cloud Security, Network Security, Threat Intelligence, Managed Security Services, Security Operations, Digital Forensics & Incident Response, Penetration Testing, Vulnerability Scanning, Security Policies & Procedures
• Experience and understanding of general IT infrastructure & architecture (networking, LAN/WAN, systems, cloud)
• Excellent written and verbal communication skills
• Excellent technical knowledge, consultative skills, and presentation skills
• Excellent analytical and problem-solving skills

Ideal Qualifications

• Cybersecurity experience, either at a vendor (MDR/MSSP/similar) or security operations/security architecture at a company
• Bachelor’s or Master’s degree in cybersecurity, computer engineering, computer science, or similar analytic field
• Cybersecurity certifications from (ISC)2, ISACA, GIAC, CSA, CompTIA, Offensive Security, or similar vendor-agnostic certification bodies
• Cybersecurity or technology certifications from Microsoft, AWS, Google, Crowdstrike, Carbon Black, Sumo Logic, or similar vendors

This posting is for an existing vacancy

Work Location: This is a remote position

Compensation Range

The expected base salary range for this role is $155,000 to $160,000 USD. This range is for the primary location for which the job is posted. Actual compensation may vary depending on location and job-related factors such as qualifications, experience, knowledge, skills, and internal equity.

Our Culture and Values

We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all. We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.

Total Rewards

We believe in rewarding performance and providing comprehensive benefits tailored to support your well-being. Our package includes:

• Competitive benefit program
• Paid parental leave
• Matching 401K program
• Competitive employee referral bonus

Accommodation
If you have any accessibility requirements during the recruitment process, please reach out to our HR team at talentacquisition@esentire.com and any accommodation needs will be addressed upon request. Your talents and unique perspectives are valued, and we look forward to the opportunity to work together to build a more inclusive future.

It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address.