Principal Solution Engineer

WHO WE ARE: Aviatrix is pioneering the Cloud Native Security Fabric — the architecture the Containment Era requires. The Cloud Native Security Fabric governs every workload communication path across every cloud, every VPC, every Kubernetes cluster, and every serverless function, from a single policy plane. One rule. Universal propagation. Enforced at the workload, not at a chokepoint. Trusted by more than 500 of the world's leading enterprises. For more information, visit aviatrix.ai.ABOUT THE ROLE: Principal Solution EngineerAviatrix is seeking a dynamic Principal Solution Engineer in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions. The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure.KEY RESPONSIBILITIESTechnical Sales SupportServe as the primary security subject matter expert during the sales processConduct technical discovery sessions to identify security requirements and pain pointsDesign and present customized security architectures using Aviatrix solutionsLead technical demonstrations and proof-of-concept implementationsRespond to RFPs and technical questionnaires with security-focused contentSupport competitive differentiation discussions highlighting Aviatrix security advantagesCustomer EngagementBuild trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)Facilitate technical workshops and white boarding sessionsPresent at customer security forums and industry eventsProvide technical guidance throughout the sales cycle and post-sale implementation planningSales CollaborationPartner with Account Executives to develop territory and account strategiesQualify technical opportunities and provide accurate sales forecasting inputSupport deal negotiations with technical expertise and solution positioningCollaborate with channel partners on joint security initiativesProduct and Market IntelligenceProvide customer feedback to product management and engineering teamsStay current with cloud security trends, threats, and regulatory requirementsContribute to competitive analysis and positioning materialsSupport marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)QUALIFICATIONSTechnical ExpertiseBachelor's degree in Computer Science, Information Security, or related field5+ years of hands-on experience in network security and/or cloud securityStrong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)Experience with cloud platforms (AWS, Azure, GCP) and their native security servicesKnowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentationFamiliarity with zero-trust architecture principles and implementationUnderstanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPRSales and Communication Skills5+ years of experience in technical sales, sales engineering, or customer-facing technical rolesProven track record of supporting complex B2B sales cyclesExcellent presentation and communication skills for both technical and executive audiencesExperience with Salesforce preferred and MEDDPICCAbility to translate technical concepts into business value propositionsIndustry KnowledgeDeep understanding of Cloud networking concepts and technologiesSoftware-defined networking (SDN) and network function virtualization (NFV)DevSecOps practices and security automationContainer and Kubernetes securityMulti-cloud and hybrid cloud architecturesPREFERRED QUALIFICATIONSAdvanced degree in relevant fieldIndustry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)Previous experience with Aviatrix or similar cloud networking solutionsExperience in enterprise software sales or security consultingPublic speaking experience at industry conferences or eventsBackground in networking or security product managementNative German SpeakerKey Performance IndicatorsSales pipeline contribution and revenue attainmentTechnical win rate in supported opportunitiesCustomer satisfaction scores for technical interactionsNumber of qualified opportunities generated through technical activitiesTime to technical qualification/proof of concept completionCompetenciesTechnical Acumen: Deep understanding of security technologies and ability to quickly learn new solutionsCustomer Focus: Commitment to understanding and solving customer security challengesSales Orientation: Drive to achieve revenue goals and support team successCommunication: Clear, compelling communication across all organizational levelsCollaboration: Effective partnership with sales, marketing, and technical teamsAdaptability: Flexibility to work in a fast-paced, evolving technology environmentTRAVEL REQUIREMENTSUp to 60% travel for customer meetings, trade shows, and company eventsOccasional international travel may be requiredCOMPENSATIONCompetitive base salary commensurate with experiencePerformance-based commission structureComprehensive benefits packageStock options/equity participationProfessional development opportunitiesSECURITY SPECIALIST KPIsPrimary Revenue MetricsPipeline & Revenue GenerationInfluenced Pipeline Value - Total $ value of opportunities where security specialist provided technical supportInfluenced Revenue Closed - Total $ value of closed-won deals with security specialist involvementPipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenueRevenue per Supported Opportunity - Average deal size for opportunities with security specialist engagementYear-over-Year Revenue Growth - Growth in influenced revenue compared to previous periodOPPORTUNITY METRICSNumber of Opportunities Supported - Total opportunities receiving technical security overlayNew Opportunities Generated - Net new opportunities created through security specialist activitiesTechnical Win Rate - % of opportunities won where security specialist provided technical supportCompetitive Win Rate - % of competitive deals won with security specialist involvementSALES PROCES EFFICIENCYVelocity & AccelerationSales Cycle Reduction - Average reduction in sales cycle time for supported opportunitiesTime to Technical Qualification - Average days from initial engagement to technical qualificationProof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisionsAverage Time to PoC Completion - Days from PoC initiation to completionACTIVITY METRICSCustomer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activitiesDemonstrations Delivered - Number of security-focused product demonstrationsRFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessmentsTechnical Proposals Delivered - Number of custom security architecture proposalsTHOUGHT LEADERSHIPContent Contributions - Number of technical blogs, whitepapers, or case studies authoredSpeaking Engagements - Number of conference presentations or webinar participationsCustomer Workshop Facilitation - Number of technical workshops conductedMARKET & PRODUCT IMPACTMarket IntelligenceCustomer Requirements Documented - Number of detailed technical requirements gatheredProduct Enhancement Requests - Number of customer-driven feature requests submittedCompetitive Analysis Updates - Frequency of competitive positioning updates providedPRODUCT ADVOCACYBeta Program Participation - Number of customers enrolled in product beta programs, and early adoption programsProduct Feedback Quality Score - Rating of feedback provided to product managementThe Chicago OTE compensation range for this full-time position is $247,745 - $291,465 + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located in the US. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process. BENEFITSUS: We cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy. Outside the US: We offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipendYour total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.About AviatrixAviatrix is the cloud network security company trusted by more than 500 of the world’s leading enterprises. As cloud infrastructures become more complex and costly, the Aviatrix Cloud Network Security platform gives companies back the power, control, security, and simplicity they need to modernize their cloud strategies. Aviatrix is the only secure networking solution built specifically for the cloud, that ensures companies are ready for AI and what’s next. Combined with the Aviatrix Certified Engineer (ACE) Program, the industry’s leading secure multicloud networking certification, Aviatrix unifies cloud, networking, and security teams and unlocks greater potential across any cloud.​WE WANT TO INCLUDE YOUWe embrace the fact that not everyone’s journey took the same route or started at the same place. If your experience doesn’t quite meet the requirements but the opportunity excites you and you believe you could be great, don’t let that hold you back from applying. Tell us what you CAN bring and what makes you special.Aviatrix is a community where everyone's career can grow and we want to help you achieve your goals and be “your best YOU,” however that looks. If you're seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let’s talk. We want to get to know you and how we could grow together.Aviatrix, Inc. is an equal opportunity employer and does not make hiring decisions based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.CPRA - California Applicant Privacy Notice