We are seeking a highly skilled
Sales Engineer / Solutions Architect to drive technical engagement and solution scoping for our customers. This is a pivotal role at the intersection of sales, engineering, and customer success, where you will leverage your expertise in DevOps, networking, and software development to ensure Glasswall solutions meet the precise needs of our clients. It is a hybrid role performing both Sales Engineering and Solutions Architecture duties, with a focus on demonstrating product value, technical validation, and hands-on integration.
ResponsibilitiesSales Engineering (Core Pre-Sales Execution)- Partner with sales colleagues to lead technical discovery, custom product demonstrations, and technical objection handling.
- Design, configure, and execute Proofs of Concept (PoCs) and Proofs of Value (PoVs) in prospective customer environments.
- Lead hands-on technical validation, including ICAP proxy integrations, RESTful API setups, and Glasswall SDK implementation.
- Own the technical response for RFIs, RFPs, and security compliance questionnaires.
Solutions Architecture (High-Level Design & Enablement)- Map complex customer requirements to Glasswall deployment patterns across on-premises, hybrid, and multi-cloud architectures.
- Collaborate with Product Management and Engineering to evaluate complex custom integration requirements or custom architecture requests.
- Provide competitive technical analysis and migration strategies to transition prospects off legacy file-security tools.
Technical & Domain Expertise- Troubleshoot deployment and integration challenges across networking protocols, containerization, and proxy configurations.
- Advise prospects on deployment best practices leveraging modern CI/CD pipelines and infrastructure-as-code principles.
- Navigate complex procurement and regulatory security standards, with a focus on U.S. DoD, federal, and public sector compliance requirements.
Collaboration, Feedback & Operations- Act as the voice of the prospect to product and engineering teams, translating market feedback into feature enhancements.
- Partner with sales leads on customer-facing visits, providing routine technical status tracking across key opportunities.
Required knowledge, experience and valuesPre-Sales & Commercial Acumen- 3+ years of experience in a technical pre-sales, Sales Engineering, or Solutions Architecture role supporting enterprise software or cybersecurity sales cycles.
- Proven track record in conducting technical discovery, delivering high-impact product demos, and executing successful PoCs/PoVs alongside Account Executives.
- Exceptional customer-facing communication, with the ability to articulate technical concepts cleanly to both technical teams and executive buyers.
- Travel Readiness. Willingness and ability to travel across the U.S. East Coast to visit prospective clients, engage existing customers, and attend industry events, alongside twice-yearly travel to the London headquarters.
Technical Core- Hands-on integration skills: Working knowledge of RESTful APIs, SDKs, and scripting for automation or troubleshooting (e.g., Python, Bash, or JavaScript).
- Networking & Proxy Fundamentals: Practical understanding of network protocols (TCP/IP, HTTP/S, DNS) and proxy/content-adaptation standards (e.g., ICAP).
Aptitude, Attitude & Growth- Continuous Learning Mindset: Demonstrated passion for self-directed learning and skill development (e.g., certifications, hands-on labs, open-source contribution, technical literature, or online learning).
- Entrepreneurial Drive: High agency, problem-solving mindset, and the resilience to navigate ambiguous sales environments and drive technical wins.
We encourage you to apply even if your experience is not a 100% match with the position.
Beneficial knowledge, experience, and values- Sector Context: Familiarity with government, defense, or national security sectors, including U.S. DoD/federal security requirements or clearance processes.
- Enterprise Infrastructure: Exposure to cloud platforms (AWS, Azure, GCP), containerization (Docker, Kubernetes), or infrastructure-as-code principles (Terraform, Ansible).
- Security & Document Workflows: Experience with secure document handling, Microsoft 365 integrations, or enterprise security controls (ZTNA, CASB, SIEM/SOAR)
Work/life balanceOur team puts a high value on work-life balance. It isn't about how many hours you spend at home or at work; it's about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to lifelong happiness and fulfilment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
