Solution Architect - Security

Telarus • Sandy, UT

2d • Remote

About The Position

Telarus is the largest privately held technology services distributor in North America, representing over 400 supplier relationships in Cybersecurity, CX, SD-WAN/SASE, Cloud, and AI. This role serves as the primary security expert for Technology Advisors, MSPs, and VARs selling to mid-market and Fortune 500 clients. The Solution Architect will engage in CISO-level conversations on behalf of partners, conduct discovery, design solutions, and assist in closing business. This is a customer-facing role focused on technology sales, requiring experience in consultative selling within the fast-moving security product landscape. The goal is to ensure security opportunities move faster, land bigger, and close cleaner by providing expert guidance on risk, controls, frameworks, and incident response.

Requirements

• 8+ years in information security, with at least 3 years in a role owning outcomes (e.g., CISO, vCISO, Information Security Director, security architect, senior consultant at MSSP or advisory firm).
• Experience living through real security incidents (ransomware, BEC, data exfiltration, insider threat, third-party breach) and discussing response, costs, and lessons learned.
• Relevant security certifications such as CISSP, CISM, CCSP, GIAC (GSEC/GCIH/GPEN). Security+ is not sufficient.
• Fluency across the modern security stack, with credibility in all layers and the ability to articulate architectural advantages.
• Framework and compliance fluency (NIST, ISO, CIS, PCI, HIPAA, CMMC, SOX) applicable in sales conversations.
• Working knowledge of cloud environments, including hyperscaler architecture, shared responsibility, and security gaps in enterprise cloud transformation.
• Ability to whiteboard a defensible architecture live, from memory, in front of a skeptical CISO.
• Proven track record in enterprise pre-sales, sales overlay, or direct sales, with demonstrated quota attainment and influenced revenue.
• Experience being on the hook for a sales number.
• Elite discovery skills, able to ask probing questions conversationally.
• Executive presence, with experience presenting to boards, CFOs, and CISOs.
• Ability to sell through partners, making them look brilliant to their customers.
• Business-case thinking, framing security investments in terms of risk reduction, insurance, audits, and financial impact.
• Operational discipline, including clean CRM, accurate forecasting, and managing multiple concurrent deals.
• Self-directed and proactive, able to build a plan without daily direction.
• Competitive drive, tracking personal numbers and performance.
• Relentless curiosity about the security industry, threat landscape, and emerging technologies.
• A coachable ego, confident to challenge but secure enough to be wrong.
• Willingness to obtain one new industry certification per year.

Nice To Haves

• Prior experience in the technology advisor/agent channel or as a Technology Solutions Distributor (TSD).
• Existing relationships with security suppliers or channel leadership.
• Public speaking experience (conference stage, podcast, published writing).
• Offensive security background (pen testing, red team) or deep Incident Response/forensics experience.
• Experience selling into specific verticals with heavy compliance pressure (healthcare, finance, defense industrial base, state and local government).

Responsibilities

• Influence security revenue against a quota, with variable compensation tied to closed business.
• Build and manage personal pipeline, generating opportunities through Technology Advisors.
• Support Advisors in growing their base and creating new opportunities.
• Drive deals to closure by multi-threading into customers, handling objections, building business cases, and managing through signature and provisioning.
• Provide honest forecasting and maintain pipeline hygiene in Salesforce.
• Lead discovery sessions to understand partners' current state, risk posture, compliance drivers, incident history, budget, and decision-makers.
• Design comprehensive security solutions across identity and access, network and edge (SASE/SSE/ZTNA), endpoint and XDR, SIEM/SOC and MDR, email and collaboration security, data protection and DLP, cloud posture (CSPM/CNAPP), OT/IoT, offensive testing, and GRC.
• Translate security frameworks (NIST CSF, ISO 27001, CIS, CMMC/DFARS, PCI DSS, HIPAA, SOX, state privacy laws) into buying decisions, linking controls to customer exposure and cyber insurance requirements.
• Conduct supplier selection with intellectual honesty, recommending the best fit from the Telarus portfolio.
• Identify opportunities for cloud, network, CX, or AI attach and involve the appropriate teammates.
• Train and evangelize advisors and internal employees through whiteboard sessions, webinars, roadshows, and content at Telarus events.
• Build reusable enablement assets such as battle cards, discovery guides, reference architectures, and objection-handling playbooks.
• Act as a public voice for Telarus through podcasts, panels, LinkedIn, and industry groups.
• Own working relationships with supplier channel managers and supplier SEs, knowing who to contact for deal support.
• Maintain deep proficiency in emerging security products, threat trends, and attacker TTPs.
• Partner with Telarus field sales, other engineers, and leadership.

Benefits

• Variable compensation tied to closed business.
• Company-paid new industry certification annually.
• Opportunity to work with a leading technology services distributor.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed