Principal Solutions Engineer

Overview

Aviatrix is seeking a dynamic Principal Solution Engineer based 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.

Responsibilities

• Technical Sales Support: Serve as the primary security subject matter expert during the sales process; conduct technical discovery sessions to identify security requirements and pain points; design and present customized security architectures using Aviatrix solutions; lead technical demonstrations and proof-of-concept implementations; respond to RFPs and technical questionnaires with security-focused content; support competitive differentiation discussions highlighting Aviatrix security advantages.
• Customer Engagement: Build trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers); facilitate technical workshops and whiteboarding sessions; present at customer security forums and industry events; provide technical guidance throughout the sales cycle and post-sale implementation planning.
• Sales Collaboration: Partner with Account Executives to develop territory and account strategies; qualify technical opportunities and provide accurate sales forecasting input; support deal negotiations with technical expertise and solution positioning; collaborate with channel partners on joint security initiatives.
• Product and Market Intelligence: Provide customer feedback to product management and engineering teams; stay current with cloud security trends, threats, and regulatory requirements; contribute to competitive analysis and positioning materials; support marketing with technical content creation and thought leadership (blogs, white-papers, and webinars).

Required Qualifications

• Technical Expertise : Bachelor's degree in Computer Science, Information Security, or related field; 10+ years of hands-on experience in network security and/or cloud security; strong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2); experience with cloud platforms (AWS, Azure, GCP) and their native security services; knowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation; familiarity with zero-trust architecture principles and implementation; understanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR).
• Sales And Communication Skills : 10+ years of experience in technical sales, sales engineering, or customer-facing technical roles; proven track record of supporting complex B2B sales cycles; excellent presentation and communication skills for both technical and executive audiences; experience with Salesforce preferred and MEDDPICC; ability to translate technical concepts into business value propositions.
• Industry Knowledge : Deep understanding of cloud networking concepts and technologies; software-defined networking (SDN) and network function virtualization (NFV); DevSecOps practices and security automation; container and Kubernetes security; multi-cloud and hybrid cloud architectures.
• Preferred Qualifications : Advanced degree in relevant field; industry certifications (CISSP, CCSP, AWS/Azure/GCP security certifications); previous experience with Aviatrix or similar cloud networking solutions; experience in enterprise software sales or security consulting; public speaking experience at industry conferences or events; background in networking or security product management; native German speaker.

Travel

• Up to 60% travel for customer meetings, trade shows, and company events; occasional international travel may be required.

Key Metrics and Competencies

• Key Performance Indicators: Pipeline & Revenue generation, influenced pipeline value, influenced revenue closed, pipeline-to-revenue conversion rate, revenue per supported opportunity, year-over-year revenue growth; opportunity metrics including number of opportunities supported, new opportunities generated, technical win rate, and competitive win rate; sales process efficiency metrics like PoC success rate and time to PoC completion; activity metrics including customer technical meetings, demonstrations delivered, RFP responses, and technical proposals delivered; thought leadership and market impact metrics such as content contributions and speaking engagements.
• Competencies: Technical acumen, customer focus, sales orientation, communication, collaboration, adaptability.

Compensation and Benefits

This West Coast based annual base salary range for this full-time position is $182,647 - $214,879 plus commissions, benefits, 401(k) match, and equity. The pay range is for new hires located internationally and may vary by location. Your Talent Advisor can share more details during the hiring process.

Benefits (US and Outside the US)

US: We cover 100% of employee premiums and 88% of dependent premiums for medical, dental, and vision; 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: A comprehensive benefits package which may include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, and wellbeing stipend.

About Aviatrix

Aviatrix is the cloud network security company trusted by more than 500 of the world’s leading enterprises. Aviatrix Cloud Network Security helps companies modernize cloud strategies, unifies cloud, networking, and security teams, and supports the Aviatrix Certified Engineer (ACE) program.

Equal Opportunity

Aviatrix, Inc. is an equal opportunity employer and does not discriminate 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 law. This policy applies to all terms and conditions of employment.

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