Solution Architect (US West)

Enterprise Pre-Sales Ownership

• Own the full technical sales lifecycle for enterprise accounts: technical discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure.
• Lead regional enterprise opportunities independently - including multi-product deployments spanning CLM, PKI, Code Signing, Kubernetes TLS, AIS and QTH.
• Develop account-level technical strategy, identifying expansion, upsell, and cross-sell opportunities within the installed base.
• Partner with Enterprise AEs and Regional Sales leadership to shape deal strategy and competitive positioning.

Customer & Executive Engagement

• Engage VP Infrastructure, VP Security, and CISO-level stakeholders with architecture-level conversations on machine identity, Zero Trust, and cryptographic modernization.
• Lead technical discovery sessions, architecture workshops, and competitive bake-offs at enterprise accounts.
• Represent AppViewX at industry events, trade shows, and partner forums across the Western United States.

POC / POV Delivery

• Architect and personally execute high-impact enterprise POCs/POVs - including technical prerequisites, integration scoping, success criteria definition, and executive readout.
• Maintain hands-on proficiency across AVX CLM, PKI, SSH, Kubernetes, Code Signing, AIS and QTH product lines.
• Develop and contribute to reusable POC playbooks, integration reference architectures, and technical runbooks.

Customer and Partner Advisory

• Serve as a credible field advisor on post-quantum cryptographic readiness for enterprise accounts.
• Articulate the NIST PQC standardization outcomes and their enterprise implications:
• Educate prospects on the Harvest-Now-Decrypt-Later (HNDL) threat and help shape customer PQC migration timelines and certificate inventory assessments.
• Serve as a credible field advisor on agentic identity governess for enterprise accounts.

Team Contribution & Enablement

• Contribute to the SE team’s competitive battlecards, RFP libraries, and shared knowledge base.
• Support partner enablement sessions 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.

• 7+ years of experience in enterprise pre-sales, solutions architecture, or a senior technical customer-facing role within cybersecurity around identity (IAM) security.
• Solid hands-on expertise in two or more of the following:
• Public Key Infrastructure (PKI) - CA hierarchy design, ADCS, EJBCA, or commercial CA deployment
• Certificate Lifecycle Management (CLM) - enterprise automation platforms, integrations, and workflows
• Hardware Security Module (HSM) - Thales Luna, Utimaco, AWS CloudHSM, or Azure Dedicated HSM
• Identity & Access Management (IAM) - machine identity, workload identity, or service account governance
• Post-Quantum Cryptography (PQC) - ML-KEM (FIPS 203), ML-DSA (FIPS 204), hybrid composite certificates
• Demonstrated experience engaging VP- and Director-level security or infrastructure stakeholders.
• Proven ability to lead and close enterprise POC/POV engagements in complex multi-cloud and hybrid environments.
• Experience with hybrid cloud environments and modern infrastructure (e.g., Kubernetes, virtualization)
• Strong understanding of Zero Trust and identity-centric security models
• Proven track record in 6â??12-month enterprise sales cycles involving multi-stakeholder procurement.
• Strong written and verbal communication skills; able to present to both engineering teams and security leadership.
• Bachelor’s degree in computer science, Information Systems, Cybersecurity, or equivalent experience.
• Ability to travel 30â??40% for customer, partner, and internal engagements., * 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: ACME, SCEP, EST, CMP.
• Scripting or automation experience: 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 accounts in financial services, healthcare, federal/DoD, or critical infrastructure sectors.
• Relevant certifications: CISSP, CCSP, AWS Certified Security - Specialty, Microsoft Certified: Security Engineer, or equivalent.
• Awareness of CA/Browser Forum mandates (47-day TLS certificate validity) and implications for enterprise CLM automation.

AppViewX is the only machine and agent identity security company built for the AI and quantum era, bringing together discovery, automation, control, and intelligence. The AVX Platform helps enterprises reduce risk by providing complete visibility and governance over every machine and AI agent identity, automating their lifecycle, controlling their access, and proving compliance at the speed business demands. Trusted by global enterprises across financial services, healthcare, and technology, AppViewX is recognized as a leader in the IDC 2026 MarketScape for Certificate Lifecycle Management and KuppingerCole’s 2025 Non-Human Identity Management Leadership Compass. For more information, users can visit appviewx.com.

Our Values

At AppViewX, our values reflect how we work together in practice-not just what we aspire to. They show up in everyday decisions, how we collaborate across teams, and how we treat each other while building and delivering our work. If these values resonate with you, you’ll likely feel at home here., AppViewX caters to a wide range of customers from Fortune 1000 companies, including six of the top ten global commercial banks, five of the top ten global media companies, and five of the top ten managed healthcare providers. Over the years, we grew our diverse team, perfected our automation platform, and expanded our global footprint to India, North America, United Kingdom, and Australia. Today, we are headquartered in New York City and have come a long way by optimizing opportunities to create lasting relationships with enterprises, gaining unshakable customer trust along the way.