Outbound Solutions Architect

34 minutes ago
Full-time
Senior
Customer and Technical Support
Abnormal AI

Abnormal AI

Abnormal AI provides advanced email security solutions designed to block malicious email attacks, including credential phishing, business email compromise, and account takeover.

Internet Software & Services
Founded 2018

Description

  • Drive strategy and prioritize accounts using legacy Secure Email Gateways for displacement opportunities.
  • Generate interest, run discovery, and build a qualified pipeline of SEG displacement opportunities.
  • Lead architecture-level technical conversations with enterprise customers and address objections with credibility.
  • Translate SEG-dependent capabilities into Abnormal-equivalent workflows or partner solutions.
  • Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation.
  • Support advanced testing and proof-of-concept workflows to overcome displacement concerns.
  • Collaborate with Customer Success Managers and Professional Services Consultants to orchestrate successful migrations.
  • Partner with Product Management and Engineering on product direction and strategy.

Requirements

  • 5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security.
  • Deep understanding of Microsoft 365, Google Workspace, and Exchange on-premises.
  • Strong knowledge of Secure Email Gateways such as Barracuda, Mimecast, and Proofpoint, and Integrated Cloud Email Security solutions.
  • Expertise in email security protocols and technologies including SMTP, TLS, DMARC, encryption, spam scanning, sandboxing, and payload analysis.
  • Demonstrated experience owning SEG replacement projects or equivalent ICES migrations.
  • Knowledge of regulatory and compliance requirements relevant to email security, such as GDPR and HIPAA.
  • Hunter mindset with strong ownership and comfort carrying a quota tied to customer outcomes.
  • Strong discovery skills that uncover risk, redundancy, and renewal pressure.
  • Proven ability to earn trusted-advisor status with large and strategic customers.
  • Strong technical presentation and communication skills, both verbal and written.
  • Track record of carrying a quota or operating in an outcome-based performance model.
  • Ability to work independently in a fast-paced, high-impact enterprise environment.
  • Preferred certifications such as Microsoft Certified: Messaging Administrator, Google Workspace Administrator, CISSP, or GIAC.
  • Familiarity with machine learning and behavioral analysis in email security.
  • Experience working with Customer Success teams in a post-sales capacity.
  • Experience collaborating with Product Management and Engineering on roadmap and strategy.

Interested in this position?

Apply directly on the company website

Apply Now

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