Principal Solution Engineer

Who you are

• Bachelor's degree in Computer Science, Information Security, or related field
• 5+ years of hands-on experience in network security and/or cloud security
• Strong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)
• Experience with cloud platforms (AWS, Azure, GCP) and their native security services
• Knowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation
• Familiarity with zero-trust architecture principles and implementation
• Understanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR
• 5+ years of experience in technical sales, sales engineering, or customer-facing technical roles
• Proven track record of supporting complex B2B sales cycles
• Excellent presentation and communication skills for both technical and executive audiences
• Experience with Salesforce preferred and MEDDPICC
• Ability to translate technical concepts into business value propositions
• Deep understanding of Cloud networking concepts and technologies
• Software-defined networking (SDN) and network function virtualization (NFV)
• DevSecOps practices and security automation
• Container and Kubernetes security
• Multi-cloud and hybrid cloud architectures
• Advanced degree in relevant field
• Industry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)
• Previous experience with Aviatrix or similar cloud networking solutions
• Experience in enterprise software sales or security consulting
• Public speaking experience at industry conferences or events
• Background in networking or security product management
• Native German Speaker
• Technical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions
• Customer Focus: Commitment to understanding and solving customer security challenges
• Sales Orientation: Drive to achieve revenue goals and support team success
• Communication: Clear, compelling communication across all organizational levels
• Collaboration: Effective partnership with sales, marketing, and technical teams
• Adaptability: Flexibility to work in a fast-paced, evolving technology environment

What the job involves

• Aviatrix is seeking a dynamic Principal Solution Engineer in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions
• The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure
• Technical Sales Support
• Serve as the primary security subject matter expert during the sales process
• Conduct technical discovery sessions to identify security requirements and pain points
• Design and present customized security architectures using Aviatrix solutions
• Lead technical demonstrations and proof-of-concept implementations
• Respond to RFPs and technical questionnaires with security-focused content
• Support competitive differentiation discussions highlighting Aviatrix security advantages
• Customer Engagement
• Build trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)
• Facilitate technical workshops and white boarding sessions
• Present at customer security forums and industry events
• Provide technical guidance throughout the sales cycle and post-sale implementation planning
• Sales Collaboration
• Partner with Account Executives to develop territory and account strategies
• Qualify technical opportunities and provide accurate sales forecasting input
• Support deal negotiations with technical expertise and solution positioning
• Collaborate with channel partners on joint security initiatives
• Product and Market Intelligence
• Provide customer feedback to product management and engineering teams
• Stay current with cloud security trends, threats, and regulatory requirements
• Contribute to competitive analysis and positioning materials
• Support marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)
• Primary Revenue Metrics
• Pipeline & Revenue Generation
• Influenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support
• Influenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement
• Pipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue
• Revenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement
• Year-over-Year Revenue Growth - Growth in influenced revenue compared to previous period
• OPPORTUNITY METRICS
• Number of Opportunities Supported - Total opportunities receiving technical security overlay
• New Opportunities Generated - Net new opportunities created through security specialist activities
• Technical Win Rate - % of opportunities won where security specialist provided technical support
• Competitive Win Rate - % of competitive deals won with security specialist involvement
• SALES PROCES EFFICIENCY
• Velocity & Acceleration
• Sales Cycle Reduction - Average reduction in sales cycle time for supported opportunities
• Time to Technical Qualification - Average days from initial engagement to technical qualification
• Proof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions
• Average Time to PoC Completion - Days from PoC initiation to completion
• ACTIVITY METRICS
• Customer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities
• Demonstrations Delivered - Number of security-focused product demonstrations
• RFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments
• Technical Proposals Delivered - Number of custom security architecture proposals
• THOUGHT LEADERSHIP
• Content Contributions - Number of technical blogs, whitepapers, or case studies authored
• Speaking Engagements - Number of conference presentations or webinar participations
• Customer Workshop Facilitation - Number of technical workshops conducted
• MARKET & PRODUCT IMPACT
• Market Intelligence
• Customer Requirements Documented - Number of detailed technical requirements gathered
• Product Enhancement Requests - Number of customer-driven feature requests submitted
• Competitive Analysis Updates - Frequency of competitive positioning updates provided
• PRODUCT ADVOCACY
• Beta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs
• Product Feedback Quality Score - Rating of feedback provided to product management

Benefits

• Stock options for all full-time employees
• World-class coverage - we pay 100% of employee premiums and 88% of the family cost
• 401K
• Parental Leave (up to 12 weeks)
• Flexible Vacation
• Up to $1000 education reimbursement anually