解决方案架构副总裁
VP of Solutions Architecture
VP of Solutions Architecture
远程 – 美国本地
关于该职位：
Pre-Sales 部门的 VP 将负责领导和管理 Pre-Sales 团队，该团队与销售、产品和工程团队紧密合作，在销售过程中提供技术支持以推动收入增长。您将负责所有 Pre-Sales 活动，包括技术演示、概念验证（POC）和解决方案架构，确保我们的潜在客户和客户充分理解我们 SaaS 解决方案的价值。该职位需要强大的技术背景，结合商业敏锐度和领导能力，以有效支持企业环境中的复杂销售流程。
关于 HiddenLayer：
HiddenLayer 保护世界上最有价值的技术免受对抗性 AI 攻击。我们的 AI 专业人员和安全专家团队打造了一个专利待批的平台，帮助组织安全地采用 AI。我们快速的增长和创新已获得 RSA Innovation Sandbox、CB Insights AI 100 等机构的认可。
您将负责：
- Pre-Sales 领导：领导和管理 Pre-Sales 团队，包括销售工程师和解决方案架构师，为销售过程提供卓越的技术支持。
- 销售协作：与销售团队紧密合作，了解客户需求并设计定制化解决方案，展示我们的平台在解决业务挑战方面的价值。
- 战略制定：制定并执行整体 Pre-Sales 战略，与公司的销售目标保持一致，确保 Pre-Sales 功能支持收入增长和客户获取。
- 技术演示：监督并参与产品演示、解决方案展示和概念验证活动，确保潜在客户充分理解我们 SaaS 产品的技术能力和优势。
- 客户互动：作为潜在客户和客户的可信赖顾问，提供深入的技术专业知识和商业洞察，帮助他们通过我们的 SaaS 解决方案解决独特的问题。
- 跨职能协作：与产品、工程和市场团队协作，确保 Pre-Sales 团队掌握最新的产品功能、客户使用案例和竞争差异化信息。
- 团队发展：通过持续培训、职业发展和支持，建立、指导和发展一个高绩效的 Pre-Sales 团队。确保团队保持对最新技术和解决方案的了解。
查看英文原文
VP of Solutions Architecture
Remote – US-Based
ABOUT THE ROLE:
The VP of Pre-Sales will be responsible for leading and managing the pre-sales team, which works closely with sales, product, and engineering teams to drive revenue by providing technical expertise during the sales process. You will oversee all pre-sales activities, including technical demonstrations, proof of concepts (POCs), and solution architecture, ensuring that our prospects and customers fully understand the value of our SaaS solutions. This role requires a strong technical background, combined with business acumen and leadership skills, to effectively support complex sales cycles in enterprise environments.
ABOUT HIDDENLAYER:
HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. Our team of AI professionals and security experts built a patent-pending platform to help organizations adopt AI securely. Our rapid growth and innovation have earned recognition from RSA Innovation Sandbox, CB Insights AI 100, and more.
WHAT YOU’LL DO:
- Pre-Sales Leadership: Lead and manage the pre-sales team, including Sales Engineers and Solution Architects, to deliver exceptional technical support during the sales process.
- Sales Collaboration: Partner closely with the sales team to understand customer requirements and design tailored solutions that demonstrate the value of our platform in addressing business challenges.
- Strategy Development: Develop and execute the overall pre-sales strategy, aligning it with the company’s sales goals and ensuring that the pre-sales function supports revenue growth and customer acquisition.
- Technical Demonstrations: Oversee and participate in product demonstrations, solution presentations, and proof-of-concept engagements, ensuring that prospects fully understand the technical capabilities and benefits of our SaaS offerings.
- Customer Engagement: Act as a trusted advisor to prospects and customers, providing deep technical expertise and business insights to help them solve their unique challenges with our SaaS solutions.
- Cross-Functional Collaboration: Collaborate with product, engineering, and marketing teams to ensure the pre-sales team is equipped with up-to-date knowledge on product capabilities, customer use cases, and competitive differentiators.
- Team Development: Build, mentor, and develop a high-performing pre-sales team by providing ongoing training, career development, and support. Ensure the team stays current with industry trends, new technologies, and evolving customer needs.
- Process Optimization: Continuously improve the pre-sales processes, methodologies, and tools to increase efficiency and effectiveness in supporting the sales cycle and closing deals.
- Customer Feedback: Act as a liaison between customers and the product/engineering teams, providing feedback on feature requests and ensuring customer needs are prioritized in the product development roadmap.
- Reporting & Metrics: Define, track, and report on key pre-sales performance metrics (e.g., win rates, POC success rates, time to close) to senior leadership. Use data insights to drive strategic decisions and improvements within the pre-sales function.
- Stakeholder Management: Build and maintain strong relationships with key internal stakeholders, including sales, product, and executive leadership, to ensure alignment on goals and strategy.
WHO YOU ARE:
- Excellent leadership, coaching, and mentoring skills with the ability to build and develop high-performing teams.
- Proven experience in a technical sales or sales engineering role within the cybersecurity industry, preferably in the AI security space.
- Exposure to 2 technologies required: Docker, Kubernetes, API Integration, Python/other scripting languages, Cloud networking
- Strong understanding of cybersecurity principles, methodologies, and technologies, with a focus on AI-driven security solutions.
- Proven comfort with cloud devops, cloud security, command line and leveraging APIs
- Proficiency in articulating technical concepts and value propositions to both technical and non-technical audiences.
- Experience with conducting product demonstrations, proof of concepts (PoCs), and technical presentations.
- Excellent interpersonal and communication skills, with the ability to build and maintain relationships with clients and internal stakeholders.
- Self-motivated with a passion for technology and a drive for continuous learning and development.
- Willingness to travel as needed to client sites and industry events.
WHY HIDDENLAYER?
We just raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Hamilton, and others. It's a validation of what we've built: 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and the world's largest AI platforms. This funding goes straight into expanding our platform and GTM capabilities, and into growing our team globally.
Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:
- Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer a generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace and a monthly stipend for internet/phone expenses.
- Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
- Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
- Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
- Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.
To learn more about HiddenLayer visit HiddenLayer and follow us on LinkedIn or Twitter.
HiddenLayer is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.