Solution Architect
Job Description
Rockstar is recruiting for a market-leading intelligent incident management platform that provides operational resilience across the entire enterprise. The client is the first platform to bring together the entire organization through the lifecycle of an incident, serving as a trusted backbone for modern programs. It dynamically guides teams end-to-end, offering a safe haven and audit trail to demonstrate diligent handling of cyber incidents. This venture-backed startup, experiencing explosive growth, is trusted by Fortune 500 companies to protect their business, teams, and executives.
Overview
The client is the first intelligent incident management platform that brings together the entire enterprise through the life of an incident. Incident Response (IR) is a business problem, not just a security problem. In fact, 70% of the cost of an incident comes from outside of Security. The platform serves as the backbone for modern incident management programs by dynamically guiding teams end-to-end through the life of an incident. It is the safe haven and trusted source of intelligence that teams rely on when the business deals with crisis situations. With it, CISOs, CLOs, and CPOs and their teams can “play the tape back” and hand over an entire audit trail to “show their work”, demonstrate diligence and show that the company handled every cyber incident responsibly. It is a smarter way to prepare, respond, and recover.
We’re looking for an exceptional Sales Engineer who wants to work at an exciting and innovative market leader. This is a remote position and a critical early hire for the Revenue org. The candidate understands how to make an impact and create the greatest value in an organization. This role, which we call Solutions Architect, supports both pre and post-sales activities, and reports directly to the VP of Customer Success.
The ideal candidate has the ability to learn and adapt quickly in a fast-paced, deadline, and detail-oriented environment. This position requires 7+ years of customer-facing experience, ideally in an enterprise SaaS sales environment supporting large 6-figure deals and Fortune 500 customers or a practitioner role performing incident response. Experience working with multiple cross-functional key stakeholders and personas is a must. The candidate knows how to navigate complex opportunities in large organizations. This means their question-asking and discovery process is second to none. They are the best there is when it comes to finding out everything there is to know about the customer and opportunity and they understand what’s required for success. Ultimately, they are the SME yin to the Sales yang.
The candidate must demonstrate a high degree of aptitude, adaptability and a proactive mindset. This is an extraordinary opportunity to join a small team, make a huge impact, and get in on the ground floor of a venture-funded startup experiencing explosive 500% YoY growth.
The Opportunity
- Thrive in a startup environment where you can make a huge impact.
- Work closely with the Sales team, Founders and Executive team to help generate revenue.
- Work closely with existing customers and the product team to evolve the products to better serve customers.
- Help create pipeline by effectively qualifying opportunities, drive deals by uncovering customer pain, and develop the sales engine as we continue to scale.
- Partner directly with and support the Sales team in closing large enterprise deals with Fortune 500 customers and continued expansion by increasing value post-deployment with top global brands.
- Own customer evaluations in the form of helping them run a Proof of Value (POV) and or Paid Pilots ensuring customer objectives and success criteria are met.
- Collaborate closely with the Customer Success organization in the seamless transitioning of a new customer into the CS-owned implementation and training plan.
What Success Looks Like
- Become the product SME by developing a complete and thorough understanding of the platform.
- Be the counterpart to security teams, incident response leaders, and crisis managers in every deal, by understanding every aspect of their world, and helping them understand how the platform will support them and their teams.
- Leverage excellent communication and presentation skills to effectively share the product offering with prospective customers.
- Assist the Sales team by clearly articulating the value propositions, technical differentiation, and help drive customer engagement during the sales process.
- Support the pre-sale motion of developing a compelling business case to be used in the proposal for a potential customer.
- Aid in the development of collateral, use cases, blogs, testimonials, and content for the GTM teams.
- Successfully navigate complex organizational structures in large enterprises and ensure all key stakeholders are appropriately involved.
- Confidently speak with people at all levels in large enterprises, including upper management and peering with C-level executives.
- Support the Proof of Value (POV) process for customers who evaluate the platform, which includes the initial onboarding and implementation process of a new customer.
- Enable a smooth transition for new customers to the Customer Success team ensuring a seamless transition and customer experience post-sale.
- Support customers post-sale with technical questions and assisted exercises.
About You
- Your persistence is unparalleled.
- Exceptional interpersonal and communication skills.
- A quick learner, self-directed, highly energetic, professional and flexible.
- Previous experience in an operating role on an IR team or selling a product that supports cybersecurity teams strongly preferred.
- A creative, assertive problem-solver; you are curious, prepared, team-oriented, and a self-starter.
- Extremely well organized and detail-oriented with incredible follow-through. You are highly accountable, positive, have a sense of humor and are fun to work with.
- Comfortable with ambiguity, you’re willing to roll up your sleeves and figure things out.
- You can multitask effectively, with an ability to not only balance, but effectively manage competing priorities, and multiple projects/deals at the same time.
- Precise attention to detail and strong problem-solving skills. Exceptional written and verbal communication skills.
- College degree or equivalent experience required.
What We Offer
Great people make great teams. The client believes in building highly functional, energetic, and engaging teams to serve its customers. They are committed to building a high-performing, highly functional, world-class team with an amazing culture filled with curious and humble impact players who do the job that needs to get done, not just the job they have. Backed by SYN Ventures, the #1 cybersecurity VC firm in the United States, they offer the following:
- Equity
- Unlimited PTO
- Remote work flexibility
- Competitive compensation
- Medical, dental, & vision insurance
- 401K
About the Client
The client is the first intelligent incident response platform that provides operational resilience across the entire enterprise. The patented platform brings order to the chaos before, during, and after incidents by automatically generating tailored incident response plans that proactively guide all business stakeholders through every step. It provides privileged communication channels and audit trails that ensure compliance with rapidly evolving standards and shield CISOs and executive leadership from personal liability.
The rapidly growing customer base of Fortune 500 organizations trust the platform to help them protect their business, their teams, and their executives.
Other
This is a full-time remote position. Compensation for the position is commensurate with the candidate's experience.
Must be authorized to work in the United States. Cannot sponsor visa applicants. Selected candidates must pass a thorough background check. Full-time employees only–no contractors.
The client is an equal opportunity employer and values diversity in the workplace. All qualified individuals are encouraged to apply.
