Job Description

What success looks like in this role:

We are seeking a Principal Presales Solution Architect to lead the design and sales strategy for enterprise cybersecurity managed services. This role combines deep security architecture expertise with commercial acumen, cost modeling expertise, and hands-on proficiency with Gen AI tools. You will design end-to-end cybersecurity solutions integrating threat detection, incident response, vulnerability management, identity & access governance, cloud security, and security operations--addressing enterprise security maturity across on-premises, hybrid cloud, and multi-cloud environments. You will author compelling technical proposals, build financial business cases, and influence enterprise deals worth $5-$20M+ in security services value. You'll partner closely with sales, delivery, and executive leadership to win transformational security opportunities and establish the foundation for successful delivery.

KEY RESPONSIBILITIES:

Solution Architecture & Design

Lead enterprise discovery and requirements-gathering sessions to understand current security posture, threat landscape, compliance obligations, and strategic security objectives Design comprehensive cybersecurity managed services solutions spanning:


+ Threat Detection & Response: SIEM/XDR deployment, SOC operations, 24/7/365 monitoring, threat hunting, incident response
+ Vulnerability & Risk Management: Vulnerability assessment, patch management, risk quantification, remediation prioritization
+ Identity & Access Management: IAM/PAM architecture, multi-factor authentication, privileged access governance, identity compliance
+ Cloud Security: Cloud workload protection, cloud access security brokers, data loss prevention, cloud compliance
+ Network Security: Next-generation firewalls, network segmentation, intrusion prevention, DDoS mitigation
+ Security Compliance & Governance: Regulatory compliance (SOC2, ISO 27001, HIPAA, PCI-DSS), audit & reporting, security governance frameworks
Develop detailed solution architecture documents, security roadmaps, and implementation playbooks that align with customer maturity levels, budgets, timelines, and risk tolerance Present solutions to CXO-level (CISO, CIO, CFO) and technical audiences, translating technical security capabilities into quantifiable business outcomes (risk reduction, compliance achievement, operational efficiency, breach cost avoidance)

Cost Modeling & Financial Analysis

Develop detailed cost models and ROI analyses for cybersecurity solutions, including:


+ Infrastructure and tools (SIEM, XDR, IAM, firewall, cloud security platforms)
+ Managed services delivery (SOC staffing, monitoring, incident response, threat hunting)
+ Implementation, integration, and training costs
+ Ongoing operational and licensing costs
+ Cost of non-compliance and breach scenarios
Build bottom-up cost estimates from security assessment findings, maturity gap analysis, and service delivery models Create financial scenarios and sensitivity analyses demonstrating value across different investment horizons, risk profiles, and threat scenarios Develop breach cost avoidance analyses and risk-adjusted ROI models that influence executive investment decisions Use cost modeling as a consultative tool to influence solution scope, technology selection, and service delivery approach Validate cost assumptions with delivery and finance teams to ensure proposals are realistic, defensible, and profitable post-signature

Technical Proposal Development

Own the technical RFP response process for cybersecurity opportunities; translate customer requirements into compelling, technically sound, commercially viable proposals Develop executive summaries, security architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, compliance roadmaps, and success metrics Articulate how our integrated managed services approach, security maturity methodologies, and SOC capabilities address customer technical, operational, and compliance requirements Coordinate with internal stakeholders (delivery, security engineering, compliance, operations, finance) to validate assumptions and ensure delivery feasibility Use Gen AI tools (e.g., Microsoft Copilot) daily to accelerate documentation, refine technical language, synthesize complex security requirements, and improve proposal quality and turnaround time Leverage AI-assisted analysis to generate threat scenario modeling, compliance impact assessments, comparative threat landscape analyses, and persuasive risk narratives

Delivery Partnership & Post-Sales Success

Partner with security delivery and SOC leadership to ensure presales solutions are feasible, cost-effective, and aligned with our integrated security delivery model and service playbook Author transition documents, security implementation roadmaps, operational playbooks, and compliance monitoring frameworks that guide delivery teams and set customer expectations Participate in solution kickoffs, security strategy reviews, and steering meetings to ensure alignment between promised security outcomes and execution Gather post-engagement feedback to refine security solutions, cost models, service maturity, and delivery excellence
#LI-SP2

You will be successful in this role if you have:

Experience:

10-14 years in cybersecurity architecture, security engineering, security consulting, or cybersecurity presales/solutions roles Minimum 6-8 years focused on enterprise security managed services, security operations, threat detection, or security compliance Demonstrated track record of winning enterprise security deals or leading complex security solution designs that influenced outcomes Proven expertise developing security cost models, financial analyses, and ROI scenarios for security platforms and managed services Track record authoring technical security RFP responses and proposals that have directly influenced security deal wins or negotiations Experience designing or delivering integrated security service models spanning threat detection, vulnerability management, identity governance, compliance, and incident response Specific experience with SIEM/XDR deployments, SOC operations, or security managed services delivery

Technical Expertise

Deep knowledge of enterprise security architecture and threat landscape:


+ SIEM/XDR platforms (Splunk, Microsoft Sentinel, Elastic, Crowdstrike, etc.)
+ Identity & Access Management (IAM/PAM) solutions (Okta, Microsoft Entra, CyberArk, etc.)
+ Cloud security platforms (Palo Alto Prisma Cloud, Microsoft Defender for Cloud, AWS Security Hub, etc.)
+ Network security (next-gen firewalls, network segmentation, zero trust architecture)
+ Endpoint security and EDR/XDR solutions
+ Data protection and DLP solutions
+ Compliance and governance tools
Strong understanding of:


+ Security operations and SOC maturity models
+ Incident response and threat hunting methodologies
+ Security compliance frameworks (SOC2, ISO 27001, HIPAA, PCI-DSS, NIST, CIS Controls)
+ Vulnerability management and threat risk quantification
+ Zero Trust architecture and network segmentation strategies
+ Cloud security governance and multi-cloud security posture management
Hands-on experience with:


+ Security assessments and threat modeling
+ Vulnerability assessment tools and methodologies
+ SIEM/XDR configuration, tuning, and optimization
+ Security incident response and post-incident analysis
+ Security compliance audits and gap analysis
Proficient use of Gen AI tools (Claude, ChatGPT, Microsoft Copilot, GitHub Copilot) in daily security architecture and proposal work as integrated productivity tools, not novelties Demonstrated ability to use AI tools for threat scenario synthesis, compliance impact analysis, risk quantification, proposal acceleration, and analysis

Business & Soft Skills

Exceptional communication and presentation skills; ability to translate complex security concepts for C-level executives (CISO, CIO, CFO) and diverse stakeholder groups Strong consultative and discovery capabilities; ability to identify and quantify hidden security risks and business impacts Results-oriented; ability to manage multiple concurrent opportunities and prioritize for maximum impact Collaborative; comfortable influencing outcomes across sales, delivery, compliance, finance, and executive teams Strategic thinking; ability to align security solutions to organizational transformation goals, risk tolerance, and business context Financial acumen and comfort with cost modeling, margin analysis, and understanding solution design's impact on profitability

Certifications & Nice-to-Haves

Advanced security certifications (at least one required):


+ CISSP (Certified Information Systems Security Professional)
+ CCSP (Certified Cloud Security Professional)
+ CCSK (Certificate of Cloud Security Knowledge)
+ OSCP (Offensive Security Certified Professional) or equivalent offensive security certification
+ GCIH (GIAC Certified Incident Handler) or ECIH equivalent
Additional relevant certifications:


+ CISM (Certified Information Security Manager)
+ CEH (Certified Ethical Hacker) or equivalent
+ Vendor certifications (Splunk, Microsoft Sentinel, Palo Alto, AWS Security, etc.)
+ ITIL, COBIT, or security service management frameworks
Experience in security managed services, MSSP, or security consulting organizations Published thought leadership on cybersecurity strategy, threat landscape, or Gen AI in security Experience with security pricing models, security services delivery, or security business development Familiarity with security analytics, threat intelligence platforms, or AI-powered security solutions
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