Senior Solutions Architect, Compliance | Remote US
About CoalfireCoalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.But that’s not who we are – that’s just what we do.We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference. And we’re growing fast.We’re looking for a Senior Solutions Architect to support our Sales team.Position SummaryThe Senior Solutions Architect will provide technical expertise and guidance in defining solutions for Coalfire System's clients. Coalfire provides solutions across three primary service categories: Assurance and Compliance, Advisory and Risk Management, and Application and Offensive Security. Coalfire is currently seeking a Senior SA to support Assurance and Compliance solutions. In this role, the Senior Solutions Architect will help identify customer needs and use cases and drive value-based solutions throughout the entire sales lifecycle. The qualified candidate should expect to work directly with Business Development Directors, executive leadership, and delivery and product management teams, driving all toward delivering world-class services to each of our clients. The Senior SA will serve as an advisor to the client and internal teams, leading technical discussions and providing business context to global compliance standards.
What You'll Do
- Sales / Revenue Support:
- Provides direct support to sales team on select client sales calls including discussions and/or presentations for qualification, education, scoping, pricing, etc.
- Serves as solution architect for more complicated client requirements; appraising client needs / requirements and determine client-specific approaches.
- Partners with delivery teams to develop sales proposals, pricing models, and SOW content.
- Supports and/or handles client negotiations.
- Performs identification, establishment, and operations of partner sales channels.
- Drive pre-sales technical activities from opportunity identification through closing, including discovery calls, needs assessments, solution scoping, proof of concepts, and pilots.
- Develop trusted advisor relationships with key accounts and accelerate sales pipeline progression.
- Create compelling solution demonstrations, presentations, RFI/RFP responses, and technical validation artifacts.
- Represent the company and establish thought leadership at industry events, customer briefings, conferences, and workshops. Client Relationship Management:
- Oversee the building and maintaining of strong long-term relationships with key client stakeholders across a portfolio of projects (or directly driving client relationships yourself on targeted clients)
- Manage risks / issues / concerns as they arise related to client relationships with the business.
- Participate in conversations with key stakeholders across client teams to ensure delivery satisfaction.
- Establish processes for tracking and understand clients evolving needs across a portfolio of engagements. Thought Leadership:
- Directly authors and/or manages the authorship of thought leadership pieces (depending on scope / scale)
- Performs activities in support of larger thought leadership (such as firm-level or cross-practice contributions) via topic generation, research, slide creation, content writing, etc.
- Takes part in webinars, talks, conference speaking opportunities, etc. Market Intelligence / Research & Development:
- Responsible for maintaining focus on a target market / market segment.
- Oversee the development of market intelligence strategies and operations.
- Assist with the development of plans & strategies for new potential market segments and/or service offerings.
What You'll Bring
- Coalfire is looking for candidates with a demonstrated history of supporting pre-sales requirements in an enterprise setting.
- Your demonstrated experience in technical communications are important in this role.
- You should have experience that will aid us in articulating Coalfire's value in providing Global Assurance solutions.
- You'll be a key stakeholder in assisting with Marketing and Sales Collateral development in partnership with Marketing, Sales, and Delivery teams.
- Your experience will also be critical in appropriately positioning our Assurance and Compliance portfolio in conjunction with other services Coalfire provides in a cross-sell motion.
- Your experience selling, delivering, or managing compliance and audit solutions is vital to your success as a Senior Solutions Architect.
- We expect qualified candidates to have at least 8 years of experience supporting well-known frameworks. Your experience may include: ISO 27001/2 ,PCI DSS, FedRAMP/FISMA, CMMC, GDPR, SOC, CCPA.
- Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience.
Bonus Points
- We are expecting you to be a subject matter expert in data privacy, U.S. and Global regulations, and standard compliance frameworks. Certifications are not required, however, they are helpful in establishing your understanding of compliance requirements. Examples of relevant certifications include: CISSP, CRISC, CISA/M, CGEIT