Solutions Engineer

About the role

The Role At Opal, we’re building modern identity governance for the AI era – intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.

Responsibilities

• Guide technical evaluations: Architect and oversee Proof-of-Value (POV) engagements, ensuring customers can effectively assess how Opal integrates into their enterprise environment and addresses their unique needs.
• Translate needs to impact: Translate complex customer use cases and security objectives into actionable solutions, advising on best practices for seamless implementation while maximizing value.
• Build deep customer trust: Act as a senior technical advisor, balancing strategic thought leadership with hands-on guidance to address technical challenges and foster long-term trust.
• Partner with sales: Partner with sales teams to drive deal progress, engage key stakeholders, and ensure alignment between technical solutions and business outcomes.
• Bridge product and market: Capture and synthesize customer feedback and pain points, and partner with Product Development and Engineering to influence roadmap decisions and prioritize market-relevant features.
• Advocate for tradeoffs: Lead nuanced discussions around customer-specific needs and product design tradeoffs, helping Opal remain scalable while meeting enterprise demands.

Requirements

• 5+ years of experience in a solutions engineering, sales engineering, or technical customer-facing role – ideally in cybersecurity, identity, or infrastructure.
• Deep technical knowledge combined with the ability to communicate complex concepts to diverse stakeholders, balancing technical depth with strategic insight.
• Energized by complexity and ambiguity, skilled at distilling it into clear plans and confident decisions.
• Comfortable in cross-functional environments, influencing both internal product strategy and external customer outcomes to ensure the success of both.
• Expertise in modern enterprise technology – e.g., SSO, RBAC, cloud IAM, data access governance, etc.