Solution Architect- Presales (US West)

AppViewX • California, CA

1d • Remote

About The Position

AppViewX is hiring a senior individual-contributor Solutions Architect for enterprise presales across the Western United States. The role owns the technical sales lifecycle for strategic enterprise accounts and prospects, bringing expertise in identity, PKI, certificate lifecycle management (CLM), and post-quantum cryptography (PQC). The architect provides guidance on CLM automation, PKI modernization, and cryptographic readiness, and leads complex, multi-product opportunities at large enterprises. The position is remote-first, with significant regional travel, and contributes to the West region sales engineering team’s capabilities and culture.

The role involves engaging senior security and infrastructure stakeholders, leading technical discovery and architecture workshops, and planning and executing enterprise proofs of concept and value. The architect also advises customers on PQC readiness and agentic identity governance, supports partners, contributes reusable technical resources, and shares field feedback with Product Management.

Requirements

• At least 7 years of experience in enterprise presales, solutions architecture, or a senior technical customer-facing cybersecurity role related to identity security.
• Hands-on expertise in at least two of the following: PKI, CLM, HSM, IAM, or PQC.
• Experience engaging VP- and Director-level security or infrastructure stakeholders.
• Ability to lead and close enterprise POC/POV engagements in complex multi-cloud and hybrid environments.
• Experience with hybrid cloud environments and modern infrastructure such as Kubernetes and virtualization.
• Strong understanding of Zero Trust and identity-centric security models.
• Track record in 6–12-month enterprise sales cycles involving multi-stakeholder procurement.
• Strong written and verbal communication skills, including the ability to present to engineering teams and security leadership.
• Bachelor’s degree in computer science, Information Systems, Cybersecurity, or equivalent experience.
• Based in the Western United States and able to travel 30–40% for customer, partner, and internal engagements.

Nice To Haves

• Experience displacing Venafi TPP/TaaS, Keyfactor Command, DigiCert ONE, or Entrust in competitive enterprise accounts.
• Familiarity with EJBCA, HashiCorp Vault PKI, or open-source CA platforms.
• Knowledge of certificate automation protocols such as ACME, SCEP, EST, and CMP.
• Scripting or automation experience with Bash, PowerShell, Python, or Ansible for POC support and demo environment management.
• Experience integrating CLM platforms with ServiceNow, Splunk, CyberArk, or enterprise ITSM/SIEM platforms.
• Experience supporting financial services, healthcare, federal/DoD, or critical infrastructure accounts.
• Relevant certifications such as CISSP, CCSP, AWS Certified Security — Specialty, Microsoft Certified: Security Engineer, or equivalent.
• Awareness of CA/Browser Forum mandates, including 47-day TLS certificate validity, and their implications for enterprise CLM automation.

Responsibilities

• Own the technical sales lifecycle for enterprise accounts, including discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure.
• Lead West region enterprise opportunities independently, including multi-product deployments spanning CLM, PKI, Code Signing, Kubernetes TLS, AIS, and QTH.
• Develop account-level technical strategy and identify expansion, upsell, and cross-sell opportunities within the installed base.
• Partner with Enterprise AEs and Regional Sales leadership on deal strategy and competitive positioning.
• Engage VP Infrastructure, VP Security, and CISO-level stakeholders in architecture discussions about machine identity, Zero Trust, and cryptographic modernization.
• Lead technical discovery sessions, architecture workshops, and competitive bake-offs.
• Represent AppViewX at industry events, trade shows, and partner forums across the Western United States.
• Architect and execute enterprise POCs/POVs, including technical prerequisites, integration scoping, success criteria, and executive readouts.
• Maintain hands-on proficiency across AVX CLM, PKI, SSH, Kubernetes, Code Signing, AIS, and QTH product lines.
• Develop and contribute reusable POC playbooks, integration reference architectures, and technical runbooks.
• Advise enterprise customers on post-quantum cryptographic readiness and agentic identity governance.
• Explain NIST PQC standardization outcomes and enterprise implications; educate prospects about the HNDL threat and help shape PQC migration timelines and certificate inventory assessments.
• Contribute to competitive battlecards, RFP libraries, and the shared knowledge base.
• Support partner enablement with GSIs, VARs, and technology alliance partners across the Western region.
• Provide structured field feedback to Product Management on feature gaps, competitive pressures, and PQC integration requirements.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior