Note: The job is a remote job and is open to candidates in USA. AppViewX is a global leader in machine and agentic identity security and automation. The Enterprise Solutions Architect (ESA) will own the technical sales lifecycle for strategic enterprise accounts in the Western United States, engaging with security leadership and leading 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
- Articulate the NIST PQC standardization outcomes and their enterprise implications:
- Educate prospects on the Harvest-Now-Decrypt-Later (HNDL) threat and help shape customer PQC migration timelines and certificate inventory assessments
- Serve as a credible field advisor on agentic identity governess for enterprise accounts
- Contribute to the SE team's competitive battlecards, RFP libraries, and shared knowledge base
- Support 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
Skills
- 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) — CA hierarchy design, ADCS, EJBCA, or commercial CA deployment
- Certificate Lifecycle Management (CLM) — enterprise automation platforms, integrations, and workflows
- Hardware Security Module (HSM) — Thales Luna, Utimaco, AWS CloudHSM, or Azure Dedicated HSM
- Identity & Access Management (IAM) — machine identity, workload identity, or service account governance
- Post-Quantum Cryptography (PQC) — ML-KEM (FIPS 203), ML-DSA (FIPS 204), hybrid composite certificates
- 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
- Experience with hybrid cloud environments and modern infrastructure (e.g., Kubernetes, virtualization)
- 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
- Based in Western United States with ability to travel 30–40% for customer, partner, and internal engagements
- Experience displacing Venafi TPP/TaaS, Keyfactor Command, DigiCert ONE, or Entrust in competitive enterprise accounts
- Familiarity with EJBCA, HashiCorp Vault PKI, or open-source CA platforms
- Knowledge of certificate automation protocols: ACME, SCEP, EST, CMP
- Scripting or automation experience: Bash, PowerShell, Python, or Ansible for POC support and demo environment management
- Experience integrating CLM platforms with ServiceNow, Splunk, CyberArk, or enterprise ITSM/SIEM platforms
- Experience supporting accounts in financial services, healthcare, federal/DoD, or critical infrastructure sectors
- Relevant certifications: CISSP, CCSP, AWS Certified Security — Specialty, Microsoft Certified: Security Engineer, or equivalent
- Awareness of CA/Browser Forum mandates (47-day TLS certificate validity) and implications for enterprise CLM automation
Company Overview