Solution Architect (US West)

About the role

The Enterprise Solutions Architect (ESA) – WEST is a senior individual contributor responsible for owning the technical sales lifecycle for AppViewX's strategic enterprise accounts and prospects across the Western United States. This role requires deep expertise in Identity/PKI/CLM/PQC domains, strong engagement with security leadership, and the ability to lead complex, multi-product opportunities.

Responsibilities

• Own the full technical sales lifecycle for enterprise accounts: technical discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure.
• Lead West region enterprise opportunities independently - including multi-product deployments spanning CLM, PKI, Code Signing, Kubernetes TLS, AIS and QTH.
• Develop account-level technical strategy, identifying expansion, upsell, and cross-sell opportunities within the installed base.
• Partner with Enterprise AEs and Regional Sales leadership to shape deal strategy and competitive positioning.
• Engage VP Infrastructure, VP Security, and CISO-level stakeholders with architecture-level conversations on machine identity, Zero Trust, and cryptographic modernization.
• Lead technical discovery sessions, architecture workshops, and competitive bake-offs at enterprise accounts.
• Represent AppViewX at industry events, trade shows, and partner forums across the Western United States.
• Architect and personally execute high-impact enterprise POCs/POVs — including technical prerequisites, integration scoping, success criteria definition, and executive readout.
• Maintain hands-on proficiency across AVX CLM, PKI, SSH, Kubernetes, Code Signing, AIS and QTH product lines.
• Develop and contribute to reusable POC playbooks, integration reference architectures, and technical runbooks.
• Serve as a credible field advisor on post-quantum cryptographic readiness for enterprise accounts.
• Educate prospects on the NIST PQC standardization outcomes and their enterprise implications.
• Articulate the NIST PQC standardization outcomes and their enterprise implications.
• Participate in partner enablement sessions with GSIs, VARs, and technology alliance partners across the Western region.
• Provide structured field feedback to Product Management on feature gaps, competitive pressures, and PQC integration requirements.

Requirements

• 7+ years of experience in enterprise pre-sales, solutions architecture, or a senior technical customer-facing role within cybersecurity around identity (IAM) security.
• Solid hands-on expertise in two or more of the following: Public Key Infrastructure (PKI), Certificate Lifecycle Management (CLM), Hardware Security Module (HSM), Identity & Access Management (IAM), Post-Quantum Cryptography (PQC).
• Demonstrated experience engaging VP- and Director-level security or infrastructure stakeholders.
• Proven ability to lead and close enterprise POC/POV engagements in complex multi-cloud and hybrid environments.
• Strong understanding of Zero Trust and identity-centric security models.
• Proven track record in 6–12-month enterprise sales cycles involving multi-stakeholder procurement.
• Strong written and verbal communication skills; able to present to both engineering teams and security leadership.
• Bachelor’s degree in computer science, Information Systems, Cybersecurity, or equivalent experience.

Qualifications

• Based in Western United States with ability to travel 30–40% for customer, partner, and internal engagements.