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Senior Solutions Architect, Australia


Brisbane, Queensland, AU / Melbourne, AU / Sydney, AU
  • Job Type: Full-Time
  • Function: Sales
  • Industry: Cybersecurity
  • Post Date: 12/01/2022
  • Website:
  • Company Address: 451 Phillip St, Suite #135, Waterloo, Ontario N2L 3X2, CA

About eSentire

eSentire is the Authority in Managed Detection and Response, protecting the critical data and applications of 1200+ organizations in 75+ countries from known and unknown cyber threats. Founded in 2001, the company’s mission is to hunt, investigate and stop cyber threats before they become business disrupting events.

Job Description

eSentire® is the global leader in Managed Detection and Response (MDR), keeping organizations safe from cyber attacks that technology alone cannot prevent. Our 24x7 Security Operations Center (SOC), staffed by elite security analysts, hunts, investigates, and responds in real-time to known and unknown threats before they become business disrupting events.
We want to cut through the hype and overblown claims surrounding AI and ML to help our customers successfully tackle their biggest challenges utilizing human expertise at machine scale. We value each person’s unique contribution, so if you love to solve difficult problems--together--eSentire is the place for you. 
eSentire has been recognized in Deloitte’s Technology Fast 50™  and Fast 500™, Canada’s Top Small and Medium Employers, and Gartner’s Market Guide for Managed Detection and Response. For more information, visit and follow @eSentire.
The Senior Solutions Architect is a pre-sales technical role responsible for supporting the sale of eSentire’s products and services within an assigned sales territory.  The main function of this role is to combine technical knowledge and sales skills in order to describe how eSentire’s services can solve customer cybersecurity problems for our customers. The Senior Solutions Architect will work closely with their assigned Sales Account Executive(s) to achieve quarterly net-new sales booking targets.  
Primary Responsibilities
Partner with our premium partners and assigned Sales Account Executive(s) to achieve quarterly net-new sales booking targets
Provide consultation to clients and prospects to understand their cybersecurity needs
Understand eSentire’s service offerings to be able to communicate their value proposition and integration points within a customer’s cybersecurity architecture
Deliver presentations, whiteboards, demos, workshops, and other engagements tailored to the specific needs of the prospect
Design, scope and propose the appropriate solution(s) based on the customer’s needs
Understand the cybersecurity technology and vendor landscape
Educate customers on the cybersecurity technology and vendor landscape, including how eSentire’s services differentiate from our competitors
Tailor messaging to the prospective customer’s level of competency and experience – generalize the message to unsophisticated buyers, but be capable of deep-diving into technology for more advanced buyers
Travel within the assigned sales territory to support direct sales efforts – up to 50% (pursuant to COVID-19 restrictions)
Travel nationally to support conferences, industry events, partner events, company and team gatherings – up to 5% (pursuant to COVID-19 restrictions)
Secondary Responsibilities
Build and maintain client relationships to identify prospective customers who may benefit from eSentire’s services
Build and maintain relationships with existing customers to gather information on ways to advance or improve eSentire’s services
Build and maintain relationships cross-functionally across eSentire teams, such as customer success, product management, marketing, etc.
Identify opportunities to improve brand and marketing recognition within the assigned sales territory - potential conferences, speaking engagements, sponsorship opportunities, potential partners, etc.  
Remain up to date and be able to explain the latest breaches and threats, and how eSentire’s services can help protect against them
Provide supplemental insight and feedback into sales forecasting (beyond what is provided by the Sales Account Executive)
Provide technical assistance and general advice/guidance to less senior members of the Solutions Architecture team
Participate in internal initiatives and projects not directly related to sales, with the goal of improving organizational function
Obtain industry and vendor certifications as required
Other duties as assigned
Minimum Qualifications
5+ years of previous technical pre-sales experience as a sales engineer, solutions engineer, solutions architecture, or similar role that carries a sales quota and is customer-facing
Experience and understanding of one or more of the following cybersecurity technologies: MDR, NDR, EDR, EPP, SIEM, Cloud Security, Network Security, Threat Intelligence, Managed Security Services, Security Operations, Digital Forensics & Incident Response, Penetration Testing, Vulnerability Scanning, Security Policies & Procedures
Support channel partners to develop sales capability and on specific sales 
Experience and understanding of general IT infrastructure & architecture (networking, LAN/WAN, systems, cloud)
Excellent written and verbal communication skills
Excellent technical knowledge, consultative skills, and presentation skills
Excellent analytical and problem-solving skills
Ideal Qualifications
Cybersecurity experience, either at a vendor (MDR/MSSP/similar) or security operations/security architecture at a company
Bachelor’s or Master’s degree in cybersecurity, computer engineering, computer science, or similar analytic field
Cybersecurity certifications from (ISC)2, ISACA, GIAC, CSA, CompTIA, Offensive Security, or similar vendor-agnostic certification bodies
Cybersecurity or technology certifications from Microsoft, AWS, Google, Crowdstrike, Carbon Black, Sumo Logic, or similar vendors
Why a Career with eSentire?
Our Culture: At eSentire we work in a collaborative and innovative work environment. We work with brilliant and passionate people who strive and encourage others to do their best. eSentire’s idea-rich environment welcomes creative and sometimes unconventional perspectives!
Growth Opportunities: At eSentire you will have the opportunity to grow and make an impact from your work. We encourage innovation in all who become a part of our team. With growing operations internationally, there is lots of lateral and upward advancement opportunities for rewarding and developing careers with eSentire. We’re strong believers in continuing education and provide the resources that you need to continue learning.
Employee Perks: We provide flexible working hours, half day off birthdays, subsidies for continuing education and health & wellness, and attractive compensation and benefits plans.  We make it our obligation to the team to stay current with compensation trends in the tech field!    

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