Solution Architect

Who you are

• 7+ years of experience in enterprise pre-sales, solutions architecture, or a senior technical customer-facing role within cybersecurity around identity (IAM) security
• Solid hands-on expertise in two or more of the following:
• Public Key Infrastructure (PKI) — CA hierarchy design, ADCS, EJBCA, or commercial CA deployment
• Certificate Lifecycle Management (CLM) — enterprise automation platforms, integrations, and workflows
• Hardware Security Module (HSM) — Thales Luna, Utimaco, AWS CloudHSM, or Azure Dedicated HSM
• Identity & Access Management (IAM) — machine identity, workload identity, or service account governance
• Post-Quantum Cryptography (PQC) — ML-KEM (FIPS 203), ML-DSA (FIPS 204), hybrid composite certificates
• Demonstrated experience engaging VP- and Director-level security or infrastructure stakeholders
• Proven ability to lead and close enterprise POC/POV engagements in complex multi-cloud and hybrid environments
• Experience with hybrid cloud environments and modern infrastructure (e.g., Kubernetes, virtualization)
• Strong understanding of Zero Trust and identity-centric security models
• Proven track record in 6–12-month enterprise sales cycles involving multi-stakeholder procurement
• Strong written and verbal communication skills; able to present to both engineering teams and security leadership
• Bachelor’s degree in computer science, Information Systems, Cybersecurity, or equivalent experience
• Ability to travel 30–40% for customer, partner, and internal engagements
• Experience displacing Venafi TPP/TaaS, Keyfactor Command, DigiCert ONE, or Entrust in competitive enterprise accounts
• Familiarity with EJBCA, HashiCorp Vault PKI, or open-source CA platforms
• Knowledge of certificate automation protocols: ACME, SCEP, EST, CMP
• Scripting or automation experience: Bash, PowerShell, Python, or Ansible for POC support and demo environment management
• Experience integrating CLM platforms with ServiceNow, Splunk, CyberArk, or enterprise ITSM/SIEM platforms
• Experience supporting accounts in financial services, healthcare, federal/DoD, or critical infrastructure sectors
• Relevant certifications: CISSP, CCSP, AWS Certified Security — Specialty, Microsoft Certified: Security Engineer, or equivalent
• Awareness of CA/Browser Forum mandates (47-day TLS certificate validity) and implications for enterprise CLM automation

What the job involves

• The Solutions Architect (SA) is a senior individual contributor who owns the technical sales lifecycle for AppViewX's strategic enterprise accounts and prospects across the Western United States
• This role is designed for a seasoned SE practitioner who brings deep Identity/PKI/CLM/PQC domain expertise, proven enterprise POC execution, and the ability to engage security leadership stakeholders with confidence
• The SA will lead complex, multi-product opportunities at F500 and Global 2000 accounts — delivering architecture-level guidance on CLM automation, PKI modernization, and post-quantum cryptographic readiness (ML-KEM, ML-DSA, FIPS 204) - while contributing to the broader WEST region SE team's capability and culture
• Own the full technical sales lifecycle for enterprise accounts: technical discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure
• Lead regional enterprise opportunities independently - including multi-product deployments spanning CLM, PKI, Code Signing, Kubernetes TLS, AIS and QTH
• Develop account-level technical strategy, identifying expansion, upsell, and cross-sell opportunities within the installed base
• Partner with Enterprise AEs and Regional Sales leadership to shape deal strategy and competitive positioning
• Engage VP Infrastructure, VP Security, and CISO-level stakeholders with architecture-level conversations on machine identity, Zero Trust, and cryptographic modernization
• Lead technical discovery sessions, architecture workshops, and competitive bake-offs at enterprise accounts
• Represent AppViewX at industry events, trade shows, and partner forums across the Western United States
• Architect and personally execute high-impact enterprise POCs/POVs — including technical prerequisites, integration scoping, success criteria definition, and executive readout
• Maintain hands-on proficiency across AVX CLM, PKI, SSH, Kubernetes, Code Signing, AIS and QTH product lines
• Develop and contribute to reusable POC playbooks, integration reference architectures, and technical runbooks
• Serve as a credible field advisor on post-quantum cryptographic readiness for enterprise accounts
• Articulate the NIST PQC standardization outcomes and their enterprise implications:
• Educate prospects on the Harvest-Now-Decrypt-Later (HNDL) threat and help shape customer PQC migration timelines and certificate inventory assessments
• Serve as a credible field advisor on agentic identity governess for enterprise accounts
• Contribute to the SE team's competitive battlecards, RFP libraries, and shared knowledge base
• Support partner enablement sessions with GSIs, VARs, and technology alliance partners across the Western region
• Provide structured field feedback to Product Management on feature gaps, competitive pressures, and PQC integration requirements

Benefits

• Health insurance eligibility for all employees
• Wellness benefits directed at mental and physical well being
• Flexible hours for a better work-life balance
• Employee welfare via flexible time off, vacation plans, initiatives
• Sabbatical leave policy/career break policy
• Maternal/Paternal support benefits
• Competitive compensation
• Resources to build your financial well-being
• Fast paced career path – opportunities to grow and develop
• Recreation and rejuvenation opportunities in the workspace
• Team retreats and dinners