网络安全 - 高级销售专家/资深架构师/现场CISO
Cybersecurity - Senior Sales Specialist/Principal Architect/Field CISO
职位名称：高级销售专家/首席架构师/现场首席信息安全官 - 网络安全
职位地点：远程办公，位于华盛顿州西雅图、旧金山湾区/北加州或洛杉矶/南加州，以覆盖美国西海岸
职位简介：
网络安全高级销售专家是负责推动OEM销售和服务驱动增长的高级现场网络安全领导者，加快交易速度，并负责管理指定企业客户中的复杂网络安全项目。该角色与客户经理紧密合作，主导需求调研、设计解决方案、规划咨询和实施服务，并引导机会从首次沟通到成交和交付对齐。这不是一个售后交付角色，也不是一个交易性角色。这是一个战略性的、以结果为导向的职位，专注于将客户的网络安全挑战转化为可执行的路线图、规划的服务和平台扩展，同时负责指定客户中的网络安全关系。
主要职责：
- 在指定的企业客户中主导售前网络安全项目，将解决方案与客户风险、业务目标和安全成果对齐。
- 在销售周期中作为客户的主要技术顾问，主导需求调研、理解需求并指导解决方案策略。
- 与客户经理和团队紧密合作，设计、定位并提出推动服务驱动增长和平台扩展的网络安全解决方案。
- 设计端到端的网络安全解决方案并撰写工作说明书（咨询、评估和实施），明确范围、成果和成功标准。
- 在销售过程中保持势头，加快从需求调研到提案的时间，并消除销售、技术和交付团队之间的摩擦。
- 参与项目启动，并在售后保持参与，确保所提解决方案与交付执行对齐。
- 保持对网络安全技术、架构和行业趋势的深入了解，并将洞察应用于客户用例和建议中。
- 根据需要通过技术演示、高管简报、解决方案讲解和概念验证活动支持销售工作。
- 与内部工程、交付和合作伙伴团队协作，确保所提解决方案符合组织能力和客户期望。
查看英文原文
Position Title: Senior Sales Specialist/Principal Architect/Field CISO - Cybersecurity
Position Location: Remote in Seattle, WA, San Francisco Bay Area/Northern CA, or Los Angeles/Southern CA to cover the West Coast of the US
Job Summary:
The Cybersecurity Sr. Sales Specialist is a senior, field-facing cybersecurity leader responsible for driving OEM sales and services-led growth, accelerating deal velocity, and owning complex cybersecurity engagements across assigned enterprise accounts. This role partners closely with Account Executives to lead discovery, architect solutions, scope advisory and implementation services, and guide opportunities from first conversation through close and delivery alignment. This is not a post-sales delivery role and not a transactional overlay. It is a strategic, outcomes-driven position focused on turning customer security challenges into executable roadmaps, scoped services, and platform expansion while owning the Cybersecurity relationships in assigned accounts.
Essential Functions:
- Lead pre-sales cybersecurity engagements across assigned enterprise accounts, aligning solutions to customer risk, business objectives, and security outcomes.
- Serve as a primary technical and advisory liaison for customers during the sales cycle, leading discovery, understanding requirements, and guiding solution strategy.
- Partner closely with Account Executives and the Practice to design, position, and propose cybersecurity solutions that drive services-led growth and platform expansion.
- Architect end-to-end cybersecurity solutions and author Statements of Work (advisory, assessment, and implementation) that clearly define scope, outcomes, and success criteria.
- Maintain momentum throughout the sales process by accelerating time from discovery to proposal and removing friction between sales, technical, and delivery teams.
- Participate in project kickoffs and remain engaged post-sale to ensure alignment between proposed solutions and delivery execution.
- Maintain a strong working knowledge of cybersecurity technologies, architecture, and industry trends, applying insights to customer use cases and recommendations.
- Support sales efforts through technical presentations, executive briefings, solution walkthroughs, and proof-of-concept engagements as required.
- Collaborate with internal engineering, delivery, and partner teams to ensure proposed solutions align with organizational capabilities and customer expectations.
- Build and maintain trusted relationships with customer stakeholders, including security and IT leadership, to support long-term account growth.
- Accurately track opportunities, pipeline influence, and activities within CRM systems and support forecasting and reporting requirements.
Success Measures
- Influenced product and services revenue aligned to annual targets
- Consistent services attach and advisory engagement adoption
- Strong win rates on architected opportunities
- Timely progression from discovery to scoped solutions
- Positive feedback from Account Executives and customers
Required Skills/Abilities/Competencies
- Deep technical expertise in cybersecurity solutions, architecture, and advisory-led engagements.
- Proven experience supporting pre-sales, consulting, or technical advisory roles within a VAR, SI, or services-focused organization.
- Strong ability to lead customer discovery and translate complex security requirements into clear, actionable solutions and scoped services.
- Excellent verbal and written communication skills, with the ability to present to both technical and executive audiences.
- Demonstrated ability to build trusted customer and seller relationships and operate effectively in a field-facing role.
- Strong analytical, problem-solving, and critical-thinking skills, with a focus on outcomes and execution.
- Experience developing proposals, technical documentation, solution designs, and Statements of Work.
- High level of organization, accountability, and attention to detail, with the ability to manage multiple opportunities concurrently.
- Ability to prioritize work effectively in a fast-paced, deadline-driven environment.
- Ethical judgment, professionalism, and sound decision-making in all customer and internal interactions.
Education and Experience:
- 8+ years of experience in cybersecurity, security architecture, or technical advisory roles
- Experience supporting enterprise or commercial accounts in a pre-sales or consulting capacity
- Strong understanding of modern cybersecurity platforms and architectures
- Proven ability to scope services and communicate technical solutions to executive audiences
- Experience working within a VAR, SI, or consulting organization preferred
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Travel, as required to support customer and business needs.
- Field-based role supporting assigned accounts.
- Must be able to lift up to 15 pounds at times.
Originally posted on Himalayas