高级解决方案顾问
Senior Solutions Consultant
### 职位描述
作为专注于安全和数据保护的解决方案顾问，你将作为值得信赖的技术顾问，为北美和拉丁美洲客户在更广泛的安全、数据保护和治理策略中评估Dropbox提供支持。此职位要求精通葡萄牙语，因为你将直接与该地区的葡萄牙语客户和利益相关者合作。
你将与客户经理和客户紧密合作，挖掘安全和业务需求，设计解决方案，展示技术能力，并验证Dropbox如何帮助组织发现、保护、管理并安全协作处理敏感内容。
理想的候选人应具备出色的售前和客户沟通技能，同时在现代数据安全领域有深入的专业知识。你应该能够自如地与安全从业者、IT负责人、架构师和高管讨论包括数据访问治理（DAG）、数据安全态势管理（DSPM）、数据防泄漏（DLP）、数据分类、云访问安全代理（CASB）技术、身份与访问管理（IAM）以及零信任等主题。
你无需事先了解Dropbox的安全产品。我们寻找的是对底层安全问题有深刻理解，并能快速将这种专业知识应用于Dropbox平台和客户的人选。
### 职责
- 作为技术及安全领域的专家，与客户经理在整个销售周期中密切合作。
- 主导技术调研，了解客户的网络安全架构、敏感数据环境、访问模型、安全运营、合规要求和业务目标。
- 协助客户识别和理解与敏感内容、过度访问、外部共享、不适当权限和数据丢失相关的风险。
- 将客户的网络安全需求转化为解决方案架构、控制措施、工作流程、演示方案和技术验证计划。
- 通过客户特定的使用场景展示Dropbox的安全和数据保护功能，而非单纯介绍功能。
- 设计并执行具有明确成功标准和可衡量结果的原型验证和技术评估。
- 为客户提供建议，说明Dropbox在其整体安全生态系统中的位置，包括身份管理、DLP、CASB/SSE、SIEM/SOAR和数据安全平台。
- 与安全、IT、风险、合规和业务利益相关者进行交流。
查看英文原文
### Role Description
As a Solutions Consultant specializing in Security and Data Protection, you will serve as a trusted technical advisor to our North America and Latin America customers evaluating Dropbox as part of their broader security, data protection, and governance strategy. Fluency in Portuguese is required for this role, as you will work directly with Portuguese-speaking customers and stakeholders across the region.
You will partner closely with Account Executives and customers to uncover security and business requirements, design solutions, demonstrate technical capabilities, and validate how Dropbox can help organizations discover, protect, govern, and securely collaborate on sensitive content.
The ideal candidate combines strong presales and customer-facing skills with deep expertise in modern data security. You should be comfortable engaging security practitioners, IT leaders, architects, and executives on topics including Data Access Governance(DAG), Data Security Posture Management(DSPM), Data Loss Prevention(DLP), data classification, Cloud Access Security Broker(CASB) technologies, Identity and Access Management(IAM), and Zero Trust.
You do not need prior experience with Dropbox's security products. We are looking for someone who understands the underlying security problems deeply and can quickly apply that expertise to Dropbox's platform and customers.
### Responsibilities
- Partner with Account Executives throughout the sales cycle as the technical and security subject matter expert.
- Lead technical discovery to understand customers' security architecture, sensitive data landscape, access models, security operations, compliance requirements, and business objectives.
- Help customers identify and understand risks associated with sensitive content, excessive access, external sharing, inappropriate permissions, and data loss.
- Translate customer security requirements into solution architectures, controls, workflows, demonstrations, and technical validation plans.
- Demonstrate Dropbox security and data-protection capabilities through customer specific use cases rather than feature led presentations.
- Design and execute proofs of concept and technical evaluations with clear success criteria and measurable outcomes.
- Advise customers on how Dropbox fits within their broader security ecosystem, including identity, DLP, CASB/SSE, SIEM/SOAR, and data-security platforms.
- Engage with Security, IT, Risk, Compliance, and business stakeholders and communicate effectively from practitioner through executive levels.
- Partner with Product, Engineering, Product Marketing, and other technical specialists to represent customer requirements and field feedback.
### Requirements
- Minimum of 4 years in a customer-facing technical experience: Experience in a customer-facing role such as Solutions Consulting, Sales Engineering, Security Architecture, Security Consulting, or a similar position, including technical discovery, solution design, demonstrations, and technical validation with enterprise customers.
- Enterprise and SaaS security expertise: Strong knowledge of enterprise security architecture and modern approaches to protecting sensitive data across SaaS and cloud environments.
- Data Loss Prevention(DLP) and classification: Deep understanding of DLP, data classification, and sensitive-data discovery, including identifying sensitive content, policy creation, detection, alerting, investigation, and remediation.
- Data Access Governance(DAG) and DSPM: Strong understanding of Data Access Governance and Data Security Posture Management, including effective permissions, excessive access, external sharing, public exposure, sensitive-data exposure, risk prioritization, least privilege, and remediation.
- CASB and the broader security ecosystem: Strong understanding of CASB technologies and how SaaS applications integrate into an enterprise security architecture, including DLP, SSE/SASE, SIEM/SOAR, and other data-security controls.
- Identity, access, and Zero Trust: Understanding of IAM and Zero Trust principles, including SSO, SAML, OAuth/OIDC, SCIM, MFA, RBAC, conditional access, and the relationship between identity, permissions, sharing, and data exposure.
- Technical solution selling and communication: Ability to translate complex security risks and customer requirements into architectures, controls, demonstrations, and proof-of-value criteria, while communicating credibly with security practitioners and connecting technical capabilities to business outcomes for executive stakeholders.
- Fluency in Portuguese and English
- Ability to travel domestically and internationally, no more than 20%
### Preferred Qualifications
- Data security platform experience: Hands-on or presales experience with DSPM, DAG, data governance, or data classification platforms such as Varonis, Cyera, BigID, Microsoft Purview, or similar technologies.
- CASB/SSE/DLP platform experience: Experience with enterprise security platforms such as Netskope, Palo Alto Networks, Zscaler, Microsoft Defender for Cloud Apps, Forcepoint, Broadcom/Symantec DLP, or similar technologies.
- Identity and access management experience: Experience with identity platforms such as Microsoft Entra ID, Okta, or Ping Identity and applying identity, permissions, groups, and least-privilege principles to SaaS applications.
- Security ecosystem and integration experience: Familiarity with SIEM/SOAR platforms, APIs, OAuth, event and audit logs, and security integrations, with an understanding of how SaaS and data-security solutions fit into a customer's broader security architecture.
- Security and compliance frameworks: Experience applying security, privacy, or regulatory frameworks such as NIST CSF, CIS Controls, ISO 27001, SOC 2, HIPAA, GDPR, or PCI DSS to enterprise customer requirements.
- Relevant industry certifications are valued but are not required. Examples include: CISSP, CCSP, CompTIA, relevant Microsoft Security certifications, relevant certifications from Netskope, Palo Alto Networks, Zscaler, Okta, or other enterprise security vendors
### Durable Skills
AI fluency means using these tools to _amplify_ human judgment, not replace it. We believe people with these skills will thrive as work and technologycontinue to evolve:
- **Awareness:**Understand yourself and others.
- **Judgment:**Evaluate information and make decisions in complex situations.
- **Adaptability:**Learn, adjust, and stay effective through change.
- **Connection:**Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this [blog post](https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/)from our Chief People Officer, Melanie Rosenwasser.
### Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$194,000—$262,400 USD
US Zone 3
$172,400—$233,200 USD