Solution Architect-Presales (US West)

Job Description

Job Description

Solutions Architect

Location: US West – Remote-first with significant regional travel

About AppViewX:  

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  

Our values define how we work, make decisions, and deliver for our customers and each other. Some reflect strengths deeply engrained in how we work. Others represent the standards we are committed to building together. 

• We Do What We Say: We own our commitments, communicate honestly about progress, and measure success by results, not activity. 

• We Are Trusted Experts: We continuously build our expertise, offer candid guidance, and focus on the outcomes our customers and colleagues need. 

• We Raise the Bar: We stay curious, challenge the status quo, take smart risks, and turn better ideas into meaningful results. 

• We Win Together: We share information, debate openly, commit together, and recognize that our success is connected to the success of our customers and teammates. 

If these values reflect how you want to work and contribute, you will find an opportunity to make a meaningful impact at AppViewX. 

Role Overview

The Solutions Architect (SA) is a senior individual contributor who owns the technical sales lifecycle for AppViewX's strategic enterprise accounts and prospects across the Western United States. This role is designed for a seasoned SE practitioner who brings deep Identity/PKI/CLM/PQC domain expertise, proven enterprise POC execution, and the ability to engage security leadership stakeholders with confidence.

The SA will lead complex, multi-product opportunities at F500 and Global 2000 accounts — delivering architecture-level guidance on CLM automation, PKI modernization, and post-quantum cryptographic readiness (ML-KEM, ML-DSA, FIPS 204) - while contributing to the broader WEST region SE team's capability and culture.

 

Key Responsibilities

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.

 

Required Qualifications

• 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 6–12-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 30–40% for customer, partner, and internal engagements.

 

Preferred Qualifications

• 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.

 

Why AppViewX?  

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. 

AppViewX is proud to be an Equal Employment Opportunity Employer. It is AppViewX's policy to afford equal employment opportunities to all employees regardless of race, color, national origin, ancestry, religion, citizenship status, gender, gender expression or identity, sexual orientation, age, marital status, military or veteran status, pregnancy, disability, genetic information, arrest record, or other protected class under state, federal, or local law.