Solutions Architect (EU)

About Wallarm: Wallarm is the only solution that unifies best-in-class API Security and WAAP (Next-Gen WAF) capabilities to protect your entire API and web application portfolio in multi-cloud and cloud-native environments. We are on a mission to help companies counter the new style of attacks on the ever-changing landscape of cybersecurity. Wallarm enables developers, Security Ops and DevSecOps teams the ability to secure their APIs via observability, and ensure Protection and Analytics to manage risk, protect the business, and enable speed of development with safety. As a Solution Architect aligned with Customer Engineering, you will be an integral part of defining our success at Wallarm and will play a key role in building the foundation of a world-class Customer Engineering organization. About the role: A Solutions Architect designs, implements, and supports solutions to meet clients' needs, bridging the gap between technology and customer requirements, as part of Customer Engineering. Customer Engineering spans across both pre and post-sales. In this position, you will work closely with our Account Executives, Sales Engineers and Customer Success. You'll be a trusted technical advisor to a wide range of customers from startups to Fortune 500 enterprises within a specified region. Additionally, you will be a subject matter expert for our Sales teams. The role requires excellent technical, communication, and organizational skills, and previous experience with application security and microservices architectures. You will help prospective customers and partners understand the benefits of Wallarm, explaining technical features and problem-solving any potential roadblocks. What you will do: Partner with account executives and sales engineers to identify and qualify business opportunities, identify key customer technical objections and develop the strategy to resolve technical blockers Own the technical relationship with Wallarm’s customers, including managing product and solution briefings, proof-of-concept work, and the coordination of additional technical resources Deliver demos to customers and work hands-on with customers to demonstrate Wallarm’s value in customer/partner environments Successfully manage the end-to-end process for customer proof-of-values (POV) and ensure agreed success criteria are consistently met Recommend API security best practices, application architectures, platforms and application infrastructure required to successfully implement a complete API security solution based on Wallarm Work closely with Product and Engineering teams to relay customer feedback to drive customer satisfaction and solution innovation Assist in creating technical documentation, implementation guides, and field enablement content Contribute to RFPs, technical questionnaires, and security reviews Subject Matter Expert - Train team members on technical aspects of the Wallarm product as needed Moderate travel required Requirements What you will need: Real-world hands-on experience with Kubernetes, NGINX, and cloud vendors is required 3–7 years in a technical customer-facing role (e.g., Sales Engineer, Solutions Architect, Security Consultant) Ability to multitask and manage multiple projects simultaneously while maintaining attention to detail Prior experience serving in the capacity of a technical pre-sales engineer at a SaaS security vendor Knowledge of the Application Security industry, products, vendor landscape, history, and emerging trends. Prior experience in API security, API management, SIEM, Software Development, DevOps, DevSecOps, or web application firewalls is preferred Strong presentation skills and ability to convey technical concepts to both technical and non-technical audiences Experience in presenting and delivering technical pitches to CISOs, architects, and technical staff Ability to learn quickly, understand, and work with new emerging technologies, methodologies, and solutions in the cloud/IT space Highly motivated, driven, and self-directed individual with grit Ability to communicate business and technical value effectively to all levels of management. Excellent communication, persuasive, and listening skills Please be currently physically located in the regional time zone you are applying to What we offer: Ability to work on a product that makes the Internet safer for everyone Remote work Competitive salary Paid days off Medical insurance Working equipment Originally posted on Himalayas