As a
Solution Consultant, you will be the technical bridge between our vision and our customers' success. You will drive the technical sales cycle for the entire Armor portfolio, with a primary focus on scaling the adoption of the Sovereign AI platform, ensuring our clients can innovate with confidence and total control.
In this role, you will lead cutting-edge and consultative presales engagements and shape the future of Armor's AI offers. You will be at the forefront of presales activities, crafting compelling proposals, and showcasing your thought leadership through whitepapers, blogs, and webinars. As a Subject Matter Expert (SME), you will collaborate with internal stakeholders, customers, and peers in the industry to drive positive outcomes for both Armor and our customers.
ESSENTIAL DUTIES AND RESPONSIBILITIESAdditional duties may be assigned as required.
- Lead technical discovery sessions to uncover complex security and AI pain points within target accounts.
- Own the end-to-end technical sales process for Sovereign AI and the broader Armor solution suite.
- Design and deliver high-impact product demonstrations that translate technical capabilities into tangible business value.
- Manage and execute Proof of Concepts (POCs), defining success criteria and proving the value of Sovereign AI in real-world environments.
- Partner closely with Account Executives to develop strategic account plans and navigate complex technical buying committees.
- Respond to and lead the technical components of RFPs and RFIs, ensuring Armor's value proposition is clearly articulated.
- Act as a critical feedback loop between customers and the Product team to influence the roadmap of the Sovereign AI platform as well as other Armor products.
- Guide new customers through the initial onboarding process to ensure a seamless transition from sales to production.
- Partner with Customer Success teams to drive long-term platform adoption and identify expansion opportunities.
- Deliver professional services engagements, providing expert architectural guidance and implementation support for high-value clients.
- Maintain deep subject matter expertise in data sovereignty, AI governance, and the evolving cybersecurity threat landscape.
- Support global accounts as needed, adapting technical presentations for diverse regional compliance and regulatory requirements.
- Develop technical enablement in the form of workshops including materials, demos, and product/service integration when appropriate.
- Represent Armor in industry events and trade shows.
- Build and demonstrate thought leadership to advance Armor business goals via blog posts, webinars, and speaking engagements.
- Stay current with the latest developments in AI and compliance as well as general security and industry IT trends.
- Mentor and guide peers, team members, and junior staff as required.
- Manage projects and perform administrative tasks required for services operations as directed.
REQUIRED SKILLS- 5+ years of experience in a Sales Engineering, Solution Architecture, or Solution Consulting role within the B2B enterprise software or software space.
- Proven track record of success selling complex security or data infrastructure platforms to C-level executives and technical stakeholders.
- Deep understanding of AI/ML fundamentals, LLM orchestration, and the challenges of deploying AI in regulated environments.
- Strong grasp of cybersecurity principles, including data encryption, residency, identity management, and zero-trust architecture.
- Experience highly regulated industry accounts (Finance, Healthcare, Energy) is strongly preferred.
- Ability to thrive in a fast-paced startup environment, moving comfortably between high-level strategy and deep-dive technical execution.
- Exceptional communication and presentation skills, with the ability to simplify complex technical concepts for non-technical audiences.
- Comfort with a hybrid work model, supporting a primary US market while occasionally coordinating with global stakeholders.
- A proactive, entrepreneurial mindset with a passion for solving the 'unsolved' problems of AI governance.
- Relevant industry certifications (e.g., CISSP, AWS/Azure/GCP Architect) are a significant plus.
- Excellent organizational and communication skills.
- Eager to take initiative and quickly adapt to market changes.
- A strong desire to make an immediate impact and to learn in a rapidly growing organization.
- Travel may be required up to 20-30%.
WORK ENVIRONMENTThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The noise level in the work environment is usually low to moderate. The work environment can be either in an office setting or remotely from anywhere.
