About the RoleAbnormal 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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