Principal Solution Engineer

Aviatrix

United States

32 days ago

Experience

Principal

Department

Engineering

Job Description

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 Engineer Aviatrix is seeking a dynamic Principal Solution Engineer in the Midwest area ( preferred Central Time Zone ), 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 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 white boarding 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) QUALIFICATIONS Technical Expertise Bachelor's degree in Computer Science, Information Security, or related field 5+ 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 5+ 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, CISSP, 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 Key Performance Indicators Sales pipeline contribution and revenue attainment Technical win rate in supported opportunities Customer satisfaction scores for technical interactions Number of qualified opportunities generated through technical activities Time to technical qualification/proof of concept completion Competencies Technical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions Customer Focus: Commitment to understanding and solving customer security challenges Sales Orientation: Drive to achieve revenue goals and support team success Communication: Clear, compelling communication across all organizational levels Collaboration: Effective partnership with sales, marketing, and technical teams Adaptability: Flexibility to work in a fast-paced, evolving technology environment TRAVEL REQUIREMENTS Up to 60% travel for customer meetings, trade shows, and company events Occasional international travel may be required COMPENSATION Competitive base salary commensurate with experience Performance-based commission structure Comprehensive benefits package Stock options/equity participation Professional development opportunities SECURITY SPECIALIST KPIs Primary Revenue Metrics Pipeline & Revenue Generation Influenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support Influenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement Pipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue Revenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement Year-over-Year Revenue Growth - Growth in influenced revenue compared to previous period OPPORTUNITY METRICS Number of Opportunities Supported - Total opportunities receiving technical security overlay New Opportunities Generated - Net new opportunities created through security specialist activities Technical Win Rate - % of opportunities won where security specialist provided technical support Competitive Win Rate - % of competitive deals won with security specialist involvement SALES PROCES EFFICIENCY Velocity & Acceleration Sales Cycle Reduction - Average reduction in sales cycle time for supported opportunities Time to Technical Qualification - Average days from initial engagement to technical qualification Proof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions Average Time to PoC Completion - Days from PoC initiation to completion ACTIVITY METRICS Customer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities Demonstrations Delivered - Number of security-focused product demonstrations RFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments Technical Proposals Delivered - Number of custom security architecture proposals THOUGHT LEADERSHIP Content Contributions - Number of technical blogs, whitepapers, or case studies authored Speaking Engagements - Number of conference presentations or webinar participations Customer Workshop Facilitation - Number of technical workshops conducted MARKET & PRODUCT IMPACT Market Intelligence Customer Requirements Documented - Number of detailed technical requirements gathered Product Enhancement Requests - Number of customer-driven feature requests submitted Competitive Analysis Updates - Frequency of competitive positioning updates provided PRODUCT ADVOCACY Beta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs Product Feedback Quality Score - Rating of feedback provided to product management The 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. BENEFITS US : 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 stipend Your total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges. About Aviatrix Aviatrix® 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 YOU We embrace the fact that not everyone’s journey took the same route or started at the same place. If

Key Responsibilities

Aviatrix is seeking a dynamic Principal Solution Engineer in the Midwest area ( preferred Central Time Zone ), 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.
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 white boarding 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)

Requirements

Technical Expertise
Bachelor's degree in Computer Science, Information Security, or related field
5+ 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
5+ 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, CISSP, 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
Key Performance Indicators
Sales pipeline contribution and revenue attainment
Technical win rate in supported opportunities
Customer satisfaction scores for technical interactions
Number of qualified opportunities generated through technical activities
Time to technical qualification/proof of concept completion
Competencies
Technical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions
Customer Focus: Commitment to understanding and solving customer security challenges
Sales Orientation: Drive to achieve revenue goals and support team success
Communication: Clear, compelling communication across all organizational levels
Collaboration: Effective partnership with sales, marketing, and technical teams
Adaptability: Flexibility to work in a fast-paced, evolving technology environment
TRAVEL REQUIREMENTS
Up to 60% travel for customer meetings, trade shows, and company events
Occasional international travel may be required
COMPENSATION
Competitive base salary commensurate with experience
Performance-based commission structure
Comprehensive benefits package
Stock options/equity participation
Professional development opportunities
SECURITY SPECIALIST KPIs
Primary Revenue Metrics
Pipeline & Revenue Generation
Influenced Pipeline Value
Total $ value of opportunities where security specialist provided technical support
Influenced Revenue Closed
Total $ value of closed-won deals with security specialist involvement
Pipeline to Revenue Conversion Rate
% of influenced pipeline that converts to closed revenue
Revenue per Supported Opportunity
Average deal size for opportunities with security specialist engagement
Year-over-Year Revenue Growth
Growth in influenced revenue compared to previous period
OPPORTUNITY METRICS
Number of Opportunities Supported
Total opportunities receiving technical security overlay
New Opportunities Generated
Net new opportunities created through security specialist activities
Technical Win Rate
% of opportunities won where security specialist provided technical support
Competitive Win Rate
% of competitive deals won with security specialist involvement
SALES PROCES EFFICIENCY
Velocity & Acceleration
Sales Cycle Reduction
Average reduction in sales cycle time for supported opportunities
Time to Technical Qualification
Average days from initial engagement to technical qualification
Proof of Concept (PoC) Success Rate
% of PoCs that result in purchase decisions
Average Time to PoC Completion
Days from PoC initiation to completion
ACTIVITY METRICS
Customer Technical Meetings per Month
Number of customer-facing technical sessions; number of partner facing activities
Demonstrations Delivered
Number of security-focused product demonstrations
RFP Responses Completed
Number of technical RFP sections completed per quarter, including security assessments
Technical Proposals Delivered
Number of custom security architecture proposals
THOUGHT LEADERSHIP
Content Contributions
Number of technical blogs, whitepapers, or case studies authored
Speaking Engagements
Number of conference presentations or webinar participations
Customer Workshop Facilitation
Number of technical workshops conducted
MARKET & PRODUCT IMPACT
Market Intelligence
Customer Requirements Documented
Number of detailed technical requirements gathered
Product Enhancement Requests
Number of customer-driven feature requests submitted
Competitive Analysis Updates
Frequency of competitive positioning updates provided
PRODUCT ADVOCACY
Beta Program Participation
Number of customers enrolled in product beta programs, and early adoption programs
Product Feedback Quality Score
Rating of feedback provided to product management
The 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.

Required Skills

awsazuregoogle cloudgdpriso-27001kubernetesnextjspci-dssregulatory-compliancesalesforcesoc2

Benefits & Perks

US : 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 stipend
Your total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.
About Aviatrix   Aviatrix® 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 YOU
We 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.
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