Solutions Consultant Lead

CompoSecure • Franklin Township, NJ

1d

About The Position

The Lead, Solutions Consulting is both a team builder and a deal winner. You will lead and develop a growing team of Solutions Consultants while personally owning the technical narrative on strategic accounts. As a player-coach, you set the standard for pre-sales excellence - from discovery through proof of concept - while ensuring your team has the process, tools, and coaching they need to perform at a high level across the full Arculus portfolio.
This role sits at the intersection of sales, product, and customer success. You will be a critical voice in shaping how Arculus goes to market technically, and your team's work will directly influence revenue outcomes and customer retention.

Requirements

• 8+ years in Solutions Consulting, Solutions Engineering, or Technical Pre-Sales - with at least 2 years in a team lead, manager, or senior player-coach capacity
• Demonstrated ability to hire, develop, and retain SC talent in a fast-moving environment
• Hands-on expertise with authentication protocols: FIDO2, WebAuthn, TOTP, PKI, or comparable standards
• Comfort working with REST APIs, SDKs, and mobile/web integration patterns
• Strong executive presence - equally effective presenting to a CISO, a developer, or a board-level stakeholder
• Experience building or improving pre-sales processes, playbooks, and tooling (demo environments, POC frameworks, RFP libraries)
• Track record of personally closing or materially influencing complex enterprise deals while managing a team

Nice To Haves

• Familiarity with smart card standards (ISO 7816, EMV) or hardware security modules
• Experience in one or more of Arculus's target verticals: financial services, healthcare, gaming/gambling, crypto/digital assets
• Exposure to crypto wallet infrastructure - key management, transaction signing, custody models
• Background in IAM or PAM platforms - Okta, Ping Identity, Microsoft Entra, SailPoint, CyberArk, or comparable
• Cybersecurity pre-sales experience in identity, endpoint security, or zero trust segments
• Understanding of enterprise identity concepts: SSO, MFA, directory services, lifecycle management, and phishing-resistant authentication evolution
• Prior experience supporting or managing teams on enterprise sales cycles ($250K+ deal size)

Responsibilities

• Hire, onboard, and develop a team of Solutions Consultants as the business scales
• Coach reps on discovery, demo delivery, POC management, and technical storytelling - elevating the team's overall capability over time
• Establish consistent processes, playbooks, and quality standards for pre-sales technical engagements
• Conduct regular deal reviews, pipeline inspections, and skills coaching sessions
• Partner with Sales leadership on territory planning, capacity modeling, and SC-to-AE alignment
• Personally own the technical sales process on select strategic or complex opportunities - modeling best-in-class SC execution for the team
• Lead discovery calls, architecture conversations, and executive-level technical presentations on high-stakes deals
• Scope and oversee proof-of-concept engagements, stepping in as a hands-on contributor when deal complexity or team bandwidth requires it
• Serve as an escalation point for technically complex RFPs, security questionnaires, and competitive evaluations
• Translate Arculus capabilities - FIDO2/WebAuthn, NFC hardware, SDK integrations, server-side authentication - into clear business value for both technical and non-technical audiences
• Articulate competitive differentiation vs. alternatives such as YubiKey, software authenticators, and competing hardware wallets
• Ensure the team can compellingly cover the full portfolio: Authenticate, Authenticate Server, Crypto Wallet, AuthentiKey, and relevant SDK capabilities
• Set the standard for post-sale technical scoping - integration architecture, deployment timelines, resource requirements, and success criteria
• Ensure consistent production of scoping documents, integration guides, and technical SOWs that enable smooth handoffs to implementation and support
• Build feedback loops between SC handoffs and post-sale outcomes to continuously improve the pre-to-post-sale transition
• Be the connective tissue between Sales, Product, and Engineering - systematically channeling field insights into the product roadmap
• Own and evolve the SC team's technical collateral library: demo environments, integration guides, architecture diagrams, battlecards, and FAQs
• Partner with Product and Marketing on launch readiness for new products and features, ensuring the SC team can go to market on day one
• Support the development and ongoing refinement of the Arculus Quickstart Program

Benefits

• medical, prescription, dental, and vision coverage
• FSA/HSA options
• company-paid life and disability insurance
• 401(k) with company match
• paid time off (PTO) and holidays
• annual bonus opportunities
• an employee assistance program (EAP)
• opportunities for career growth and advancement

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees