Federal Security Solutions Architect (Sales Engineer)

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

As a Security Solutions Architect, you will be responsible for development, integration and delivery of cybersecurity services to various federal agencies and current customers. Other responsibilities include working with sales and partner teams to identify potential opportunities. 

The Security Solutions Architect, generates sales opportunities for a specific product/service within federal prospect accounts and identifies upsell opportunities within existing federal customers. The SA also maintains current knowledge of industry trends, topics, methodologies, and core technologies in order to assimilate customer needs and design appropriate technical solutions. This Architect acts as a champion internally, translating industry best practices, trends, and customer needs, back to peer groups in Marketing, Product Management, Engineering, and Post Sales to facilitate ongoing, actionable improvements to the suite of products in which they specialize.

What You Will Do

• Design technical solutions that meet the customers' business objectives by mapping to ReversingLabs products
• Responsible for the technology selection process to include requirements consolidation into RFI/RFP/RFQ, Proof-of-Concept testing/Prototyping and Technology Selection.
• Clarify ambiguous requirements with sales or clients, ensuring the solution resolves underlying client issues
• Attend customer meetings in person and through web conferencing solutions
• Interact independently with all levels of customer's management team to drive positive technical outcomes mapped back to business goals
• Coordinate customer implementation with service delivery organization and provide design clarification while interfacing directly with customers.
• Responsible for generating high quality technical documentation and configurations to support architecture and solution designs, with the ability to articulate and convey concepts and detail
• Stay apprised of federal initiatives including buying cycles, agency missions, as well as policy changes taking place that will directly impact RL’s customer base. 

What We Are Looking For

• Bachelor’s Degree plus at least 5 years of relevant federal sales engineering experience; or 8+ years of relevant federal presales experience
• Proven track record of success attaining sales quota within an assigned territory
• Demonstrated experience interfacing with clients, assessing stakeholder’s goals and objectives and the ability to translate ideas into strategic and practical solution recommendations
• Strong communication skills (written, verbal and listening)
• Ability to articulate and map concepts to the cybersecurity kill chain
• Must have experience in technical sales selling security operations (SOC) tooling, including but not limited to: EDR, SIEM, SOAR
• Experience working with an enterprise software company navigating through the FedRAMP certification process
• Prior or current security clearances a plus
• Good understanding of the software development lifecycle and relevant security controls within the SDLC
• Understanding and ability to read and write Python, Bash, and other scripting languages
• General understanding of both Windows and Linux operating systems