Aviatrix is seeking a dynamic Principal Solution Engineer based in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions. The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure.
Technical Sales Support
Serve as the primary security subject matter expert during the sales process
Conduct technical discovery sessions to identify security requirements and pain points
Design and present customized security architectures using Aviatrix solutions
Lead technical demonstrations and proof-of-concept implementations
Respond to RFPs and technical questionnaires with security-focused content
Support competitive differentiation discussions highlighting Aviatrix security advantages
Customer Engagement
Build trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)
Facilitate technical workshops and whiteboarding sessions
Present at customer security forums and industry events
Provide technical guidance throughout the sales cycle and post-sale implementation planning
Sales Collaboration
Partner with Account Executives to develop territory and account strategies
Qualify technical opportunities and provide accurate sales forecasting input
Support deal negotiations with technical expertise and solution positioning
Collaborate with channel partners on joint security initiatives
Product and Market Intelligence
Provide customer feedback to product management and engineering teams
Stay current with cloud security trends, threats, and regulatory requirements
Contribute to competitive analysis and positioning materials
Support marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)
Required Qualifications
Technical Expertise
Bachelor's degree in Computer Science, Information Security, or related field
10+ years of hands-on experience in network security and/or cloud security
Strong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)
Experience with cloud platforms (AWS, Azure, GCP) and their native security services
Knowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation
Familiarity with zero-trust architecture principles and implementation
Understanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR)
Sales and Communication Skills
10+ years of experience in technical sales, sales engineering, or customer-facing technical roles
Proven track record of supporting complex B2B sales cycles
Excellent presentation and communication skills for both technical and executive audiences
Experience with Salesforce preferred and MEDDPICC
Ability to translate technical concepts into business value propositions
Industry Knowledge
Deep understanding of Cloud networking concepts and technologies
Software-defined networking (SDN) and network function virtualization (NFV)
DevSecOps practices and security automation
Container and Kubernetes security
Multi-cloud and hybrid cloud architectures
Preferred Qualifications
Advanced degree in relevant field
Industry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)
Previous experience with Aviatrix or similar cloud networking solutions
Experience in enterprise software sales or security consulting
Public speaking experience at industry conferences or events
Background in networking or security product management
Native German Speaker
Key Performance Indicators
Sales pipeline contribution and revenue attainment
Technical win rate in supported opportunities
Customer satisfaction scores for technical interactions
Number of qualified opportunities generated through technical activities
Time to technical qualification/proof of concept completion
Competencies
Technical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions
Customer Focus: Commitment to understanding and solving customer security challenges
Sales Orientation: Drive to achieve revenue goals and support team success
Communication: Clear, compelling communication across all organizational levels
Collaboration: Effective partnership with sales, marketing, and technical teams
Adaptability: Flexibility to work in a fast-paced, evolving technology environment
Travel Requirements
Up to 60% travel for customer meetings, trade shows, and company events
Occasional international travel may be required
Security Specialist KPIs
Primary Revenue Metrics
Pipeline & Revenue Generation
Influenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support
Influenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement
Pipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue
Revenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement
Year-over-Year Revenue Growth - Growth in influenced revenue compared to previous period
Opportunity Metrics
Number of Opportunities Supported - Total opportunities receiving technical security overlay
New Opportunities Generated - Net new opportunities created through security specialist activities
Technical Win Rate - % of opportunities won where security specialist provided technical support
Competitive Win Rate - % of competitive deals won with security specialist involvement
Sales Process Efficiency
Velocity & Acceleration
Sales Cycle Reduction - Average reduction in sales cycle time for supported opportunities
Time to Technical Qualification - Average days from initial engagement to technical qualification
Proof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions
Average Time to PoC Completion - Days from PoC initiation to completion
Activity Metrics
Customer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities
Demonstrations Delivered - Number of security-focused product demonstrations
RFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments
Technical Proposals Delivered - Number of custom security architecture proposals
Thought Leadership
Content Contributions - Number of technical blogs, whitepapers, or case studies authored
Speaking Engagements - Number of conference presentations or webinar participations
Customer Workshop Facilitation - Number of technical workshops conducted
Market & Product Impact
Market Intelligence
Customer Requirements Documented - Number of detailed technical requirements gathered
Product Enhancement Requests - Number of customer-driven feature requests submitted
Competitive Analysis Updates - Frequency of competitive positioning updates provided
Product Advocacy
Beta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs
Product Feedback Quality Score - Rating of feedback provided to product management
This West Coast based annual base salary range for this full-time position is $182,647 - $214,879 + commissions + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located internationally. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process.
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