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Pre-Sales Solution Architect, Alliances
ImmutaRemote USA, United StatesRemotefull_timeVerifiedPosted 17 Oct 2023
About the role
Immuta enables organizations to unlock value from their cloud data by protecting it and providing secure access. The Immuta Data Security Platform provides sensitive data discovery, security and access control, and data activity monitoring and has deep integrations with the leading cloud data platforms. Immuta is now trusted by Fortune 500 companies and government agencies around the world to secure their data. Founded in 2015, Immuta is headquartered in Boston, MA.
• Customers simplify operations, improve data security, and unlock data’s value. Customers include:Roche – Saved $50M by securely operationalizing data products and saving inventory.Thomson Reuters - Faster access to Snowflake data and a 60x increase in data usage resulting in greater productivity.Swedbank – 3x time saved setting up data security and self-service policy authoring. 2x more data use cases. 5x improvement in process efficiency. JB Hunt – Increased permitted use cases for cloud analytics by 100% by managing access to 100+ databases while achieving cost savings.• Technology partners include Snowflake, Databricks, AWS, Azure, Google Cloud, and Starburst. Immuta was recognized as the Snowflake Data Security Partner of the Year in June 2023.• Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine and BuiltIn as one of the best workplaces, and by Fast Company as one of the top 50 most innovative companies. • $267 million in total funding. Lead investors include NightDragon, Snowflake, and Databricks, along with additional funding from ServiceNow, Citi Ventures, Dell Technologies Capital, DFJ Growth, IAG, Intel Capital, March Capital, Okta Ventures, StepStone, Ten Eleven Ventures, and Wipro Ventures.• A hybrid workplace with offices in Boston, MA; Columbus, Ohio; College Park, Maryland.
Immuta is experiencing exceptional growth and we have an immediate need for an Alliances Solution Architect who is looking for a rare opportunity to be part of an innovative company. As an Alliances Solution Architect, you'll be an essential part of our team, working closely with leadership to expand existing relationships and drive Immuta’s growth through the partner ecosystem. This is a growth opportunity for the right candidate.
YOUR ROLE
The Solutions Architecture for Alliances role will be to maximize Immuta’s value proposition, installed base, brand awareness, customer and partner satisfaction. You will provide technical, functional, and design support to our Go To Market (GTM) Team and Partners throughout the entire sales cycle. The ideal person will have refined interpersonal and verbal communication skills, a genuine interest in our customers’ missions, and a desire to help the GTM and Partners team close business and successfully integrate Immuta. Your proven experience and track record is necessary to simply, accurately, and articulately lead all aspects of the requirements and solutions integration needs for the assistance of our SI and ISV partners. Experience as an alliances sales engineer / solutions engineer involved in coordinating with partners selling products to large enterprise clients is most preferred.
• Customers simplify operations, improve data security, and unlock data’s value. Customers include:Roche – Saved $50M by securely operationalizing data products and saving inventory.Thomson Reuters - Faster access to Snowflake data and a 60x increase in data usage resulting in greater productivity.Swedbank – 3x time saved setting up data security and self-service policy authoring. 2x more data use cases. 5x improvement in process efficiency. JB Hunt – Increased permitted use cases for cloud analytics by 100% by managing access to 100+ databases while achieving cost savings.• Technology partners include Snowflake, Databricks, AWS, Azure, Google Cloud, and Starburst. Immuta was recognized as the Snowflake Data Security Partner of the Year in June 2023.• Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine and BuiltIn as one of the best workplaces, and by Fast Company as one of the top 50 most innovative companies. • $267 million in total funding. Lead investors include NightDragon, Snowflake, and Databricks, along with additional funding from ServiceNow, Citi Ventures, Dell Technologies Capital, DFJ Growth, IAG, Intel Capital, March Capital, Okta Ventures, StepStone, Ten Eleven Ventures, and Wipro Ventures.• A hybrid workplace with offices in Boston, MA; Columbus, Ohio; College Park, Maryland.
Immuta is experiencing exceptional growth and we have an immediate need for an Alliances Solution Architect who is looking for a rare opportunity to be part of an innovative company. As an Alliances Solution Architect, you'll be an essential part of our team, working closely with leadership to expand existing relationships and drive Immuta’s growth through the partner ecosystem. This is a growth opportunity for the right candidate.
YOUR ROLE
The Solutions Architecture for Alliances role will be to maximize Immuta’s value proposition, installed base, brand awareness, customer and partner satisfaction. You will provide technical, functional, and design support to our Go To Market (GTM) Team and Partners throughout the entire sales cycle. The ideal person will have refined interpersonal and verbal communication skills, a genuine interest in our customers’ missions, and a desire to help the GTM and Partners team close business and successfully integrate Immuta. Your proven experience and track record is necessary to simply, accurately, and articulately lead all aspects of the requirements and solutions integration needs for the assistance of our SI and ISV partners. Experience as an alliances sales engineer / solutions engineer involved in coordinating with partners selling products to large enterprise clients is most preferred.
RESPONSIBILITIES
- Position Data Security Platform solutions via whiteboard, LucidCharts, proposal, etc.
- Work with GTM Team and Partners to attend customer calls, on-site meetings, and trade shows to position Immuta as a technology of choice.
- Work directly with the Alliances Team to enable our partner’s technical sales teams in effectively understanding Immuta in order to be an extension of our team.
- Work to build partner technical enablement certifications program content.
- Work closely with the Technical Product Marketing team to develop ISV integration content.
- Work with our Product Management, Alliance, and Sales teams in order to drive innovation in our Data Security Platform
- Build technical assets such as demos, white papers, reference architectures, blog posts, best practices documents, virtual hands-on labs, and quick-starts to accelerate the adoption of joint solutions
- Identify customer needs and requirements.
- Answer and respond to RFI/RFPs and provide technical consultation and disseminate customer requirements information to the GTM, Alliance and Customer Success teams.
- Assist partners to define customer acceptance criteria for evaluation projects.
- Field technical sales experience is highly preferred
- Able to set priorities and keep the team focused on the important tasks.
YOUR EXPERIENCE
- You have a track record of building strong alliances and possess a fundamental understanding of the alliance landscape. We look for individuals who are detail oriented with the ability to manage multiple complex partner relationships and the associated technical responsibilities.
- 5+ years experience in
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