Position Summary

Arkose Labs is looking for an experienced Senior Solution Consultant to join our team and help us on our quest to bankrupt the business of fraud. In this role you will support our Sales team by leading technical customer conversations, running proofs of value, and driving deals to technical win and closure.

You will partner with customers and prospects to determine the most effective means to eliminate fraud within their business. Working hand in hand with our Sales and Customer Success teams, you will design effective solutions through a business and technical discovery process that spans people, process, and technology.

Each member of the Solution Consulting team actively contributes toward achieving our goals. We are dedicated, respectful, and hold the highest standards of ethics and integrity. We rise to the challenge, take ownership, and strive to win a positive outcome. The team harnesses a fun, positive, and collaborative environment. Most of all, we are devoted to a long-term commitment to development and growth that encourages each of us to realize our potential.

As a product expert, you will bring a comprehensive understanding of web technology coupled with a business-minded approach to problem-solving. Your entrepreneurial and curious nature allows you to apply that technical knowledge in an effective, transformative way. You will also mentor fellow Solution Consultants and provide critical technical support across the organization.
Primary Responsibilities

• Partner with Account Executives and Customer Success Managers to navigate complex, multi-stakeholder opportunities
• Communicate effectively with stakeholders ranging from individual contributors to C-level executives
• Drive the customer discovery process and uncover critical business pain
• Evangelize Arkose Labs solutions within a value-based sales methodology
• Prepare and deliver value-based demonstrations that link our solutions to achieving customer objectives and alleviating pain
• Design and build a Solution Definition with the customer and internal stakeholders, optimizing the value of Arkose Labs solutions and building a foundation for scale
• Design, implement, and track Proof of Value (PoV) engagements along with the associated KPIs and success criteria
• Identify and mitigate technical risk within opportunities
• Mentor fellow Solution Consultants and contribute to enablement across the BDR, AE, and SC teams
• Drive the Arkose Labs solution forward through cross-functional collaboration with Sales, Product, Customer Success, Engineering, and Marketing
• Constantly seek to expand your knowledge and skill set to move your performance and career to the next level

Must-haves

• 4+ years as a Solution Consultant, Sales Engineer, Technical Account Manager, Security Engineer, or equivalent experience in a rapidly growing SaaS organization
• Excellent written and verbal communication skills, an outgoing personality, and a proven ability to deliver compelling presentations
• A consultative, curious approach to solving customer business challenges
• Experience identifying and prioritizing business pain points and associated metrics
• A track record of selling enterprise solutions to cross-functional teams
• The ability to listen to the customer and pivot on demand to address their needs while maintaining the overall objectives of the meeting
• Process-oriented, yet able to adapt and understand optimal next steps quickly
• An understanding of both client-side and server-side web technology and development
• Working knowledge of JavaScript, HTML, and languages such as Python, PHP, Go, or NodeJS
• An understanding of ReSTful APIs, including JSON, webhooks, and POST requests
• Experience with encryption, public and private keys, authentication, and web security
• An understanding of WAFs and CDNs and their role in web application security
• Hands-on experience with Postman, JSFiddle, CodePen, browser developer consoles, and IDEs such as VS Code
• Ability to write SQL statements with complex join statements

Nice to haves

• Cybersecurity Solution Consulting or Sales Engineering experience with fraud and abuse prevention solutions
• Experience with sales methodologies such as MEDDICC or MEDDPICC
• Client-side development experience: JavaScript, JQuery, React, Vue, or Angular
• Server-side development experience in languages such as Python, Go, or NodeJS
• API development experience with webhooks, ReST calls, and pre- and post-processing of data, including reading and writing information to a database
• Mobile development experience: iOS, Android, React Native
• Experience with AWS (S3, Athena, Lambda) or equivalent cloud technologies

Benefits

• Competitive salary plus equity
• 401k plan
• Robust benefits package: 85% medical, dental, and vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and long term disability insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal wellbeing and mental health
• Employee Assistance Program