Senior Solutions Architect - Channel

About eSentire:

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can't find a solution, you build it. And today, that means pioneering the future of AI-powered security. At eSentire, we're building a cutting-edge AI Security Operations Platform that will amplify human expertise, not replace it, creating a workplace where innovation meets impact.

Our culture is based on transparency, teamwork, and continuous innovation, where your ideas can shape how AI and human intelligence work together to outsmart cyber adversaries. As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries—and we're looking for forward-thinking talent to help us define what AI-first security, human-backed trust means for the industry.

About the Role:

The Senior Solutions Architect – Channel is a pre-sales technical role responsible for supporting the sale of eSentire’s products and services within an assigned sales territory. The main function of this role is to combine technical knowledge and sales skills in order to describe how eSentire’s services can solve customer cybersecurity problems for our customers and partners. The Senior Solutions Architect will work closely with their assigned Channel Managers to achieve quarterly net-new sales booking targets.

Primary Responsibilities

• Partner with assigned Channel Manager(s) to achieve quarterly net-new sales booking targets
• Provide consultation to clients and prospects to understand their cybersecurity needs
• Understand eSentire’s service offerings to be able to communicate their value proposition and integration points within a customer’s cybersecurity architecture
• Deliver presentations, whiteboards, demos, workshops, and other engagements tailored to the specific needs of the prospect
• Design, scope and propose the appropriate solution(s) based on the customer’s needs
• Understand the cybersecurity technology and vendor landscape
• Educate customers on the cybersecurity technology and vendor landscape, including how eSentire’s services differentiate from our competitors
• Tailor messaging to the prospective customer’s level of competency and experience – generalize the message to unsophisticated buyers, but be capable of deep-diving into technology for more advanced buyers
• Travel within the assigned sales territory to support direct sales efforts – up to 50%
• Travel nationally to support conferences, industry events, partner events, company and team gatherings – up to 5%

Secondary Responsibilities

• Build and maintain client relationships to identify prospective customers who may benefit from eSentire’s services
• Build and maintain relationships with existing customers to gather information on ways to advance or improve eSentire’s services
• Build and maintain relationships cross-functionally across eSentire teams, such as customer success, product management, marketing, etc.
• Identify opportunities to improve brand and marketing recognition within the assigned sales territory - potential conferences, speaking engagements, sponsorship opportunities, potential partners, etc.
• Remain up to date and be able to explain the latest breaches and threats, and how eSentire’s services can help protect against them
• Provide supplemental insight and feedback into sales forecasting (beyond what is provided by the Sales Account Executive)
• Provide technical assistance and general advice/guidance to less senior members of the Solutions Architecture team
• Participate in internal initiatives and projects not directly related to sales, with the goal of improving organizational function
• Obtain industry and vendor certifications as required
• Other duties as assigned

Minimum Qualifications

• 5+ years of previous technical pre-sales experience as a sales engineer, solutions engineer, solutions architecture, or similar role that carries a sales quota and is customer-facing
• Experience and understanding of one of more of following cybersecurity technologies: MDR, NDR, EDR, EPP, SIEM, Cloud Security, Network Security, Threat Intelligence, Managed Security Services, Security Operations, Digital Forensics & Incident Response, Penetration Testing, Vulnerability Scanning, Security Policies & Procedures
• Experience and understanding of general IT infrastructure & architecture (networking, LAN/WAN, systems, cloud)
• Excellent written and verbal communication skills
• Excellent technical knowledge, consultative skills, and presentation skills
• Excellent analytical and problem-solving skills

Ideal Qualifications