Presales Solution Architect - Cyber Security

Role: Pre-Sales Solution Architect - Cyber Security (Technical Presales / Field Solutioning)

Department: Cyber Security

Reports To: Product / Practice Head

Role Overview:

The Cyber Security Solution Specialist is a customer-facing technical role responsible for supporting cybersecurity business growth through consultative engagement and solution positioning.

- The role involves regular field engagement with customers, working alongside Sales and Business Development teams to understand security requirements, recommend appropriate solutions, and support opportunity progression.

- The specialist actively participates in customer meetings, on-site discussions, and technical engagements, helping generate customer interest, support lead development into qualified opportunities, and contribute to successful deal closures through solution demonstrations and proof-of-concept support.

- This role requires strong technical understanding of cybersecurity solutions along with the ability to engage customers, explain solution value clearly, and support business development efforts.

Key Responsibilities:

1. Customer Engagement & Requirement Understanding:

- Engage directly with customers through field meetings, on-site discussions, and virtual engagements to understand their security challenges and infrastructure environment.

- Conduct discovery discussions with IT teams, decision makers, and business stakeholders.

- Assess customer environments and identify relevant cybersecurity solutions aligned to their requirements.

2. Solution Positioning & Demonstration:

- Recommend and position appropriate cybersecurity solutions from the portfolio.

- Conduct product demonstrations, solution walkthroughs, and technical presentations for customers.

- Support Proof of Concept (PoC) engagements where required.

- Clearly articulate solution benefits, use cases, and differentiators to both technical and business stakeholders.

3. Field Engagement with Sales Teams:

- Work closely with Account Managers and Business Development teams during customer visits and solution discussions.

- Participate in customer meetings, presentations, and technical workshops.

- Support opportunity progression through technical inputs and solution validation.

- Assist in explaining solution architecture and deployment approach at a high level.

4. Business Development & Opportunity Conversion:

- Support business growth by working with Sales and Business Development teams to identify potential customer opportunities.

- Participate in customer discussions and engagements that help generate interest in cybersecurity solutions.

- Assist in converting leads into qualified opportunities through consultative discussions and solution demonstrations.

- Provide technical support during the opportunity lifecycle to help progress deals toward successful closure.

5. Portfolio Value Demonstration:

- Present the overall cybersecurity portfolio and its relevance to customer environments.

- Explain how different cybersecurity solutions work together to strengthen the customers security posture.

- Help customers understand practical benefits such as risk reduction, operational visibility, and compliance support.

6. Partner & Sales Enablement:

- Support Channel Partners during customer engagements and solution discussions.

- Conduct product awareness and technical enablement sessions for sales teams and partners.

- Help strengthen cybersecurity capability within the sales ecosystem.

Technical Expertise:

Strong understanding of enterprise cybersecurity technologies, particularly in the following areas:

Core Areas:

- Security Operations Center (SOC)

- Endpoint Security / EDR / XDR

- Email Security

Additional Exposure (Preferred):

- Data Loss Prevention (DLP)

- Identity & Access Management (IAM)

- Vulnerability Assessment & Patch Management

- Cloud Security

- Secure Access Service Edge (SASE)

- Governance, Risk & Compliance (GRC)

Experience:

- 8-15 years of experience in cybersecurity presales, solution consulting, or technical advisory roles.

- Experience in customer-facing roles involving technical discussions and solution demonstrations.

- Exposure to working closely with sales teams and channel partners.

- Experience engaging customers on cybersecurity requirements and solutions.

Key Competencies:

- Strong consultative engagement capability.

- Ability to simplify cybersecurity concepts for business and IT audiences.

- Excellent presentation and demonstration skills.

- Comfortable engaging customers in field meetings and technical discussions.

- Collaborative approach while working with sales teams and partners.

- Ability to operate effectively in a fast-paced customer-facing environment.