Cloud Solutions Architect (CyberArk) - Remote

The Cloud Solutions Architect role at Britive is a senior position that will be an integral part of our Solutions Engineering Black Belt team, playing a pivotal role that combines the responsibilities of Solution Engineers (SE), Domain Experts, Technical Marketing Engineers (TME), Partner solutions architects, Outbound Product and Field Evangelists. This hybrid role ensures cohesive teamwork and effective utilization of skills across various technical and strategic areas, promoting a culture of accountability and excellence.

3 key area of focus:

1. Creating the category with Evangelism, Content Creation, Blogs, Webinars etc.
2. New logos and Lands including PoV’s
3. Product and Market growth (scaling through partners, tech alliances, joint solutioning, incubating new use cases generating new revenue streams).

Details of Key Responsibilities:

Sales Support and Field Evangelism:

• Provide top-class sales support to close business deals.
• Develop and continuously fine tune sales playbooks and relevant content to simplify customer buying journey.
• Act as a field technologist and evangelist through webinars, podcasts, industry events, and analyst engagements (e.g., Gartner, Forrester).
• Build trust and credibility with customers to develop new champions.

Subject Matter Expertise (SME):

• SME for CPAM category, Britive platform, use cases and problem Britive solves for the industry and ROI/business value for customers.
• Well verse in the IAM space to connect the dots and be authoritative and consultative bringing trust advisor to field and customers.
• Consulting background in IdP, IGA and Traditional PAM implementations such as CyberArk is mandatory requirement.
• Serve as an SME for specific technologies or business value areas such as industry verticals, pricing strategies, and joint solutioning with other tech vendors.
• Peer with customer CISOs/CIOs and Champions to drive technology adoption and business alignment.
• Build an Industry personal brand that field can subscribe to stay up to date on modern approaches and well architected security postures.

Content Creation and Technical Marketing:

• Create outbound solution content for customers and marketing teams, including solution briefs, blogs, case studies, and white papers.
• Develop educational and certification content tailored to industry-specific use cases.
• Help with developing and delivering Britive immersion day webinars to help prospect customers test drive product use cases

Customer and Partner Relationships:

• Foster strong relationships with customers to support case studies, references, and win wires.
• Work closely with Britive partner team to help external partners and Cloud Service Providers (CSPs) to grow sales and develop integrated solutions with partner products.

Outbound Product Evangelist:

• Act as a bridge between customers and the product management team, providing critical insights and feedback to enhance product offerings.
• Stay on top of market trends to inform product strategy and development.
• Ignite internal innovation hackathons to continuously innovating align to customer expectations.

Training and Community Building:

• Develop and deliver training sessions and certification programs to build a community of informed and capable users.
• Create a culture of continuous learning and improvement within the team through regular team meetings, hackathons, and 1:1 session.

Mentoring and coaching:

• Be a coach and mentor to junior SAs in their success and growth.
• Do weekly 1:1 to provide guidance and own their career success align to their goals and company directions.

Who the Solutions Engineering Team Serves Internally:

• Sales: Land and expand Playbook fine-tuning, account pursuits, PoV execution, and business scaling.
• Product Management and Engineering: Provide firsthand customer feedback and strategic insights.
• Marketing: Support marketing efforts with case studies, immersion days, blogs, webinars, podcasts and event participation.
• Professional Services/Support: Contribute to new service offerings and product enhancements.
• Executive Team (CEO/CFO): Offer timely insights into revenue trends and customer retention factors.
• Partner Team: Assist Britive partner team in technical aspects of partner engagements and solution integrations.
• Tech Alliance Partners: Work with other complimentary tech vendors to conceive and bring to life joint solutions that can exponentially grow customer base for Britive.

QUALIFICATIONS:

• Proven experience in a hybrid Solutions Architect role with a strong background in sales support, POVs, content creation, and technical evangelism.
• SME with consulting background in IdP, IGA and Traditional PAM implementations such as CyberArk. Proof of credibility, blogs and industry presence is a plus.
• Strong discipline to maintain good control over end-to-end sales pursuits.
• Demonstrated ability to build and maintain trusted relationships with customers, partners, and industry analysts.
• Excellent strategic thinking, relationship-building, and leadership skills.
• Minimum of 3 years (5 years for Principal role) experience working in early-stage startups working with cloud infrastructure.
• Ability to thrive in a fast-paced, startup environment and adapt to changing priorities with a “Can Do” mindset.
• Familiarity with Cloud Security and Access solutions with strong knowledge of at least one public cloud (AWS, GCP, or Azure).
• Knowledge of DevOps/DevSecOps and familiarity with Terraform, Python and CI/CD approaches.

TRAVEL:

• Ability to travel at least 10-15% when required

The estimated base salary for this role is $135,000 - $200,000 annually plus commission. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.