Solutions Architect
SecurityScorecard · United States
- Hybrid
- Full-time
- $195,000 / year
- United States
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Job highlights
- Lead pre-sales technical engagements with customers.
- Collaborate with sales to develop customized solutions.
- Deliver technical presentations and product demonstrations.
- Provide market feedback to Product and Engineering.
- Travel across the US for client engagements.
About the role
About SecurityScorecard
SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.
Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.
About the Role
SecurityScorecard's Solutions Architects team are trusted security advisors and business partners both internally and to prospective clients, offering deep knowledge about the market and our solution. We are intellectually curious, find great reward in delivering valuable solutions to customers, and are passionate about cybersecurity.
We are looking for an experienced and dynamic Solutions Architecture to work with our Sales teams across the US. The candidate will own the pre-sales technical engagement with our customers. The ideal candidate will have a strong technical background, exceptional verbal skills and be a strong cross functional collaborator.
Success in this role requires security and technical acumen to develop a deep understanding of SecurityScorecard's architecture and services and a consultative approach to understanding customer business needs. You'll leverage your strategic communication skills to engage in technical and business discussions with engineers and senior decision makers alike, translating customer needs into technical requirements and conveying the merit of SecurityScorecard's solutions throughout.
Key Responsibilities
- Collaborate with the Sales team to identify technical requirements and develop customized solutions that address complex client needs, while driving revenue growth and customer satisfaction
- Delivery of compelling technical presentations, product demonstrations and Proof of Value projects for prospective clients
- Support SecurityScorecard at Industry events and C level round table events
- Work closely with Product Management and Engineering to provide market feedback and influence product roadmap based on customer needs and competitive landscape
- Proven track record of gathering detailed success metrics for customer PoV’s, including tracking and reporting
- Awareness and enforcement of MEDDPICC best practices in sales cycles
- Become a subject matter expert on cyber first Supply Chain services.
- Ability to engage with all different types of personalities and working styles across the team
- Build and foster strong relationships with other business teams, such as Marketing, Support and Customer Success
- Not afraid to be a champion for your prospects, advocating for their needs.
Skills and Experience
- 5+ years of relevant work experience (cybersecurity, TPRM, GRC, and/or similar)
- Demonstrated presentation and interpersonal skills; communicate in front of large groups with a mixed audience of technical and non-technical
- Experience working with enterprise level clients and managing complex sales cycles
- Demonstrated ability to manage complex technical projects, demonstrate clear business value and lead technical strategy in sales engagements
- Bachelor Degree in Computer Science or equivalent work experience
- Sales experience NOT REQUIRED, but experience of selling technical SaaS and/or managed service solutions a plus
- Industry Certifications such as CEH, CISSP, CompTIA Security+ CISA GCIH etc a plus
Traits
- Highly motivated self starter who works well cross functionally
- Intellectually curious; seeks to continually self-educate and evolve domain specific knowledge
- Willing to travel on day and overnight trips throughout the US
Benefits:
Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!
The estimated total compensation range for this position is $100,000 - $195,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.
Key skills/competency
- Solutions Architecture
- Cybersecurity
- Third-Party Risk Management (TPRM)
- Governance, Risk, and Compliance (GRC)
- Sales Enablement
- Technical Presentations
- Product Demonstrations
- Customer Needs Analysis
- SaaS Solutions
- Enterprise Clients
Skills & topics
- Solutions Architect
- Cybersecurity
- TPRM
- GRC
- SaaS
- Sales Engineering
- Technical Sales
- Enterprise Software
- Risk Management
- SecurityScorecard
- Cloud Security
- Network Security
- CISSP
- CEH
- CompTIA Security+
- Presentation Skills
- Customer Relationship Management
- Consultative Selling
How to get hired
- Tailor your resume: Highlight cybersecurity, TPRM, GRC, and enterprise client experience relevant to a Solutions Architect role.
- Showcase technical expertise: Emphasize your ability to present complex technical information to diverse audiences.
- Quantify achievements: Use metrics to demonstrate success in managing technical projects and sales cycles.
- Demonstrate collaboration: Provide examples of cross-functional teamwork and relationship building.
- Prepare for technical and behavioral interviews: Be ready to discuss cybersecurity solutions and your consultative approach.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the typical career path for a Solutions Architect at SecurityScorecard?
- As a Solutions Architect at SecurityScorecard, you'll have opportunities to grow into senior architect roles, specialize in specific industry verticals, or move into management positions within the sales engineering or product teams. Your success in this role, particularly in understanding customer needs and influencing product roadmaps, can open doors to various leadership opportunities within the company.
- What are the key technical skills required for the Solutions Architect role at SecurityScorecard?
- The Solutions Architect role requires a strong technical background, especially in cybersecurity, Third-Party Risk Management (TPRM), and Governance, Risk, and Compliance (GRC). You'll need demonstrated experience in presenting complex technical solutions, managing enterprise-level client engagements, and understanding SaaS architectures. Industry certifications like CISSP or CompTIA Security+ are a plus.
- How does SecurityScorecard support professional development for Solutions Architects?
- SecurityScorecard offers tuition reimbursements and encourages continuous self-education, aligning with the intellectual curiosity trait we value. You'll gain deep knowledge of our platform and the cybersecurity market, and opportunities to become a subject matter expert in areas like Supply Chain security, further enhancing your professional development.
- What is the expected travel frequency for a Solutions Architect at SecurityScorecard?
- Solutions Architects are expected to travel for day and overnight trips throughout the US. This travel is essential for client engagements, including delivering technical presentations, product demonstrations, and supporting the sales team in client meetings and industry events.
- How does SecurityScorecard's Solutions Architect team contribute to the product roadmap?
- The Solutions Architect team plays a crucial role by working closely with Product Management and Engineering. They provide valuable market feedback gathered from client interactions and competitive landscapes, directly influencing the product roadmap to better meet customer needs and market demands.
- Is sales experience a requirement for the Solutions Architect position at SecurityScorecard?
- Sales experience is not strictly required for this Solutions Architect role. However, experience in selling technical SaaS or managed service solutions is considered a plus, as the role involves significant pre-sales technical engagement and collaboration with the sales team.