解决方案工程师（高端市场，售前）- EMEA
Solutions Engineer (Upmarket, Pre-Sales) - EMEA
在 Vanta，我们的使命是帮助企业在赢得和证明信任方面取得成功。我们相信安全需要持续监控和验证，我们赋能企业实践更好的安全并轻松证明其安全性。Vanta 有一支善良且才华横溢的团队，虽然一些成员有之前的安全经验，但许多人在没有该经验的情况下也在 Vanta 取得了成功。
作为解决方案工程师，你将作为客户信赖的技术声音，引导客户实现清晰、可行和全面的解决方案。由于 Vanta 是客户依赖的平台，用于构建和运行他们的 GRC 计划，因此这是 GRC 专业人员、计划经理、审计师和合规从业者在战略性的、面向客户的售前角色中应用其领域专业知识的自然下一步。
你将成为销售团队的重要一员，致力于确保技术匹配并为客户提供创新解决方案。你对细节的关注，以客户需求为中心，最终将提高客户留存率和整体成功率。
该职位将在我们的伦敦办公室或都柏林办公室工作，采用以办公室为中心的混合日程安排。常规到办公室的日子是星期二、星期三和星期四。
特别鼓励 GRC 从业者申请——无论你是否曾在内部管理过 GRC 计划，作为内部或外部审计师进行过审计，或者在 GRC 供应商处帮助客户满足其 GRC 计划需求，你都将带来这个职位所依赖的客户同理心和领域熟练度。
你在 Vanta 作为解决方案工程师的工作内容包括：
- 作为战略销售合作伙伴，负责与潜在客户和客户的技朮关系。
- 战略性发现与交易评估：与客户经理合作，挖掘技术、运营和业务痛点，验证使用场景，并将解决方案与可衡量的客户影响和紧迫性对齐。
- 确保解决方案胜利与对齐：验证技术可行性，推动成功标准的清晰理解，并引导利益相关者达成对端到端解决方案的共同愿景（解决方案胜利：理想、可行和对齐）。
- 高影响力的技术验证：提供定制化的、以叙述驱动的演示，展示 Vanta 如何解决客户的特定问题，包括 Vanta 如何通过 SOC 2、ISO 27001 和 HIPAA 等框架自动化和操作化客户的 GRC 计划。验证标准和半复杂集成的可行性，并确认对齐。
查看英文原文
At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.
As a Solutions Engineer, you'll serve as a trusted technical voice, guiding customers toward clarity, feasibility, and alignment on the end-to-end solution. Because Vanta is the platform our customers rely on to build and run their GRC programmes, this is a natural next step for GRC professionals, programme managers, auditors, and compliance practitioners who want to apply their domain expertise in a strategic, customer-facing pre-sales role.
You’ll be an integral part of the Sales team, working to ensure technical fit and create innovative solutions for our customers. Your attention to detail, focused on customer needs, will ultimately improve retention and overall success.
This role will be based from our London office or Dublin office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday.
GRC practitioners are especially encouraged to apply—whether you've managed GRC programmes in-house, audited them as an internal or external auditor, or helped customers meet their GRC programme needs at a GRC vendor, you'll bring exactly the customer empathy and domain fluency this role thrives on.
What you’ll do as a Solutions Engineer at Vanta:
- Serve as a strategic sales partner, owning the technical relationship with prospects and customers.
- Strategic Discovery and Deal Qualification: Partner with Account Executives to uncover technical, operational, and business pain points, validating use cases and aligning solutions to measurable customer impact and urgency.
- Secure the Solution Win and Alignment: Validate technical feasibility, drive clarity on success criteria, and guide stakeholders toward a shared vision for the end-to-end solution (The Solution Win: Desirable, Viable, and Aligned).
- High-Impact Technical Validation: Deliver tailored, narrative-driven demonstrations that showcase how Vanta solves the customer's specific problem, including how Vanta automates and operationalises their GRC programmes across frameworks such as SOC 2, ISO 27001, and HIPAA. Validate the feasibility of standard and semi-complex integrations and confirm alignment with customer environments, workflows, and architectures.
- Solution Strategy and Deal Shaping: Partner with the Account Executive to align the customer's success criteria with Vanta's unique strengths, proactively surface technical risks, and propose clear pathways to ensure focused deal progression and mutual success.
- Post-Sale Handoff and Continuity: Ensure a seamless transition to the post-sales team by creating and completing a handoff document that captures the finalised solution design, expectations, and any known risks or constraints.
- Cross-Functional Feedback: Act as a trusted technical voice, listening carefully to customers to provide structured market feedback to the Product team to prioritise functionality and drive sales opportunities.
- Support customers throughout their trial process with Vanta.
- Cultivate an environment of teamwork, openness, creativity, and continuous improvement.
How to be successful in this role:
- Must be able to work in our London office 3 days a week (Tuesday, Wednesday and Thursday).
- Have 5+ years of customer-facing, technical experience as a solutions engineer, sales engineer, GRC consultant, or equivalent customer-facing role, including previous B2B SaaS experience.
- Strategic Problem Solver: Possess deep technical proficiency to identify and validate technical, operational, and business pain points, driving clarity on solution requirements (Viable Solution Win).
- Exceptional Communicator: Exhibit outstanding communication, storytelling, and active listening abilities, capable of delivering tailored, high-impact demonstrations that reinforce the sales narrative (Command of the Message).
- Customer-Centric Advocate: Lead with empathy and curiosity, focusing on strategic discovery to uncover the why and urgency behind customer needs and tying every technical detail to measurable buyer impact (Desirable Solution Win).
- Collaborative Deal Shaper: Work in lockstep with Account Executives on deal strategy, proactively strengthening qualification and guiding stakeholders toward alignment on a clear delivery path (Aligned Solution Win).
- Have hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture.
- Be detail-oriented and organised, with strong project management skills.
- Have general knowledge with a scripting language (Python, Ruby, Bash, and JavaScript) and a desire to expand those skills.
- Be familiar with REST API development and service integrations is a plus.
- Ideally have prior experience in the cybersecurity, GRC (governance, risk, and compliance), or audit space.
- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.
What you can expect as a Vanta’n:
- Industry-competitive salary and equity
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks paid Parental Leave for all new parents Health & wellness stipend
- Remote workspace, internet, and mobile phone stipend
- Commuter benefits for team members who attend the office
- Pension matching
- 25 days of Annual Leave per year and unlimited sick time
- 8 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
#LI-hybrid
At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
About Vanta
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
Referral Instructions
If you are being referred for the role, please contact that person to apply on your behalf.