Solution Architect Security

Role Overview

The Cyber Security Solution Specialist is a customer-facing technical role responsible for supporting cybersecurity business growth through consultative engagement and solution positioning.

The role involves regular field engagement with customers, working alongside Sales and Business Development teams to understand security requirements, recommend appropriate solutions, and support opportunity progression.

The specialist actively participates in customer meetings, on-site discussions, and technical engagements, helping generate customer interest, support lead development into qualified opportunities, and contribute to successful deal closures through solution demonstrations and proof-of-concept support.

This role requires strong technical understanding of cybersecurity solutions along with the ability to engage customers, explain solution value clearly, and support business development efforts.

Key Responsibilities

1. Customer Engagement & Requirement Understanding

• Engage directly with customers through field meetings, on-site discussions, and virtual engagements to understand their security challenges and infrastructure environment

• Conduct discovery discussions with IT teams, decision makers, and business stakeholders

• Assess customer environments and identify relevant cybersecurity solutions aligned to their requirements

2. Solution Positioning & Demonstration

• Recommend and position appropriate cybersecurity solutions from the portfolio

• Conduct product demonstrations, solution walkthroughs, and technical presentations for customers

• Support Proof of Concept (PoC) engagements where required

• Clearly articulate solution benefits, use cases, and differentiators to both technical and business stakeholders

3. Field Engagement with Sales Teams

• Work closely with Account Managers and Business Development teams during customer visits and solution discussions

• Participate in customer meetings, presentations, and technical workshops

• Support opportunity progression through technical inputs and solution validation

• Assist in explaining solution architecture and deployment approach at a high level

4. Business Development & Opportunity Conversion

• Support business growth by working with Sales and Business Development teams to identify potential customer opportunities

• Participate in customer discussions and engagements that help generate interest in cybersecurity solutions

• Assist in converting leads into qualified opportunities through consultative discussions and solution demonstrations

• Provide technical support during the opportunity lifecycle to help progress deals toward successful closure

5. Portfolio Value Demonstration

• Present the overall cybersecurity portfolio and its relevance to customer environments

• Explain how different cybersecurity solutions work together to strengthen the customer’s security posture