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Principal Solutions Engineer

Aviatrix

California, United States, US$183k – $215konsite

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About this role

WHO WE ARE:

Aviatrix® is pioneering the Cloud Native Security Fabric — the architecture the Containment Era requires. The Cloud Native Security Fabric governs every workload communication path across every cloud, every VPC, every Kubernetes cluster, and every serverless function, from a single policy plane. One rule. Universal propagation. Enforced at the workload, not at a chokepoint. Trusted by more than 500 of the world's leading enterprises. For more information, visit aviatrix.ai .

ABOUT THE ROLE:

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

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