AddressWe want to cut through the hype and overblown claims surrounding AI and ML to help our customers successfully tackle their biggest challenges utilizing human expertise at machine scale. We value each person’s unique contribution, so if you love to solve difficult problems--together--eSentire is the place for you.
eSentire has been recognized in Deloitte’s Technology Fast 50™ and Fast 500™, Canada’s Top Small and Medium Employers, and Gartner’s Market Guide for Managed Detection and Response. For more information, visit www.eSentire.com and follow @eSentire.
The Senior Solutions Architect 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. The Senior Solutions Architect will work closely with their assigned Sales Account Executive(s) to achieve quarterly net-new sales booking targets.
Primary Responsibilities
- Partner with our premium partners and assigned Sales Account Executive(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% (pursuant to COVID-19 restrictions)
- Travel nationally to support conferences, industry events, partner events, company and team gatherings – up to 5% (pursuant to COVID-19 restrictions)
- 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
- 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 or more of the 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
- Support channel partners to develop sales capability and on specific sales
- 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
- 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
Our Culture: At eSentire we work in a collaborative and innovative work environment. We work with brilliant and passionate people who strive and encourage others to do their best. eSentire’s idea-rich environment welcomes creative and sometimes unconventional perspectives!
Growth Opportunities: At eSentire you will have the opportunity to grow and make an impact from your work. We encourage innovation in all who become a part of our team. With growing operations internationally, there is lots of lateral and upward advancement opportunities for rewarding and developing careers with eSentire. We’re strong believers in continuing education and provide the resources that you need to continue learning.
Employee Perks: We provide flexible working hours, half day off birthdays, subsidies for continuing education and health & wellness, and attractive compensation and benefits plans. We make it our obligation to the team to stay current with compensation trends in the tech field!
