• Be a Trusted Advisor, Not Just a Demonstrator • Partner with Account Executives to qualify opportunities, shape account strategies, and drive deals to closure. • Educate customers on the value of event-driven architecture and agentic AI. • Guide customers on industry best practices, integration patterns, and modernization strategies. • Build and nurture deep relationships with stakeholders, turning users into advocates for Solace. • Conduct on-site visits, regular check-ins, and discovery sessions to stay aligned with evolving customer needs. • Lead impactful demonstrations, Proof of Concepts (PoCs), and Proof of Value (PoVs). • Demonstrate deep command of core EDA concepts and patterns. • Articulate the strategic business value of EDA to executive and technical audiences. • Play a key role in closing multimillion-dollar deals.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Solutions Engineer is a functional business consultant, with a passion for technology and the advanced ability to develop, position and demonstrate product-specific solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory. - Work alongside the sales team as the technical and domain expert of a customer-facing sales team to help Customers understand the value of Okta’s solutions - Understand customer challenges and business issues and provide product demonstrations to align our solutions with customer needs - Answer product feature and technical questions from customers, partners and Okta colleagues - Plan and deliver Proof Of Concepts for customers who have more complex use cases, collaborating with other Okta engineering teams as needed - Provide feedback to product management about product enhancements that can address customer needs and provide additional value - Share and learn best practices and re-usable assets with other Solutions Engineers to enhance the quality and efficiency of the team - Stay current on competitive analysis and market differentiation - Support marketing events including executive briefings, conferences, user groups, and trade shows Qualifications - 5+ years pre-sales engineering experience, selling SaaS products - A passion to serve the Customer, demonstrated in a customer-facing role, such as consulting or support, but ideally in a pre-sales capacity - An ability to quickly communicate complex ideas around a technical topic, ideally on the fly, using a whiteboard - Experience with at least one standard network security protocol (e.g., OAuth, OAuth2, SAML, LDAP) - Hands-on experience in one or more of the following areas: web (JavaScript, HTML, frontend frameworks) development, mobile (iOS, Android) development, backend (Java, C#, Node.js, Python, PHP, Ruby) development, IP-based real-time communications - An understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF) - Exceptional communicator - Confident dispensing knowledge to highly-skilled and experienced audiences - Typically 25% travel - Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred Benefits - Annual base salary range for candidates located in the San Francisco Bay area: $215,000 — $323,000 USD - Annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington: $192,000 — $288,000 USD - Equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave)

• Provide product and/or subject matter expertise to the sales team and client during the sales process, serving as an internal expert on product functionality, industry knowledge, answering questions, and demonstrating product capabilities. • Provide product and/or solution design input into bid proposals/RFPs when pulled in by the RFX team, projects, and high-level technical documents within the sales process, collaborating with the sales teams to develop and recommend platforms, products, and services to meet customer requirements. This includes workflows/process flows based on client needs and best practices. • Conduct client-facing presentations and demonstrations, ensuring that prospects leave the demo with a solid understanding of the services and/or products provided. • Identify additional sales opportunities with new and existing clients, positioning and upselling our products and platforms, and knowing how to apply our solutions to the needs of the market and our clients. • Be a trusted subject matter expert for our internal clients (sales, product), provide consultancy in what is best to solve a client or prospect issue, keeping internal clients up to date on best practices, industry trends, product updates, and enhancements. • Utilize technical solution design and development skills to support the customer rollout and integration for at least one delivery channel. • Maintain pulse of the market while accomplishing and supporting the goals of the General Consulting Organization (GCO). • Drive revenue through continuous education, consulting, and support of the sales organization. • Support and maintain the relationship between the sales, professional services, product, and senior management functions.

Job Description – Senior Solutions Architect (Federal, Network and Security) Title Senior Solutions Architect Description BlueAlly is looking for a Senior Solutions Architect with strong network and security skills to support Federal business. This role is responsible for designing secure, compliant solutions for Federal agencies, working deals alongside the sales team, responding to RFPs and RFIs, and making sure proposed solutions meet the compliance bar. The position involves technical discovery, solution design, and customer-facing presentations. The Senior SA works closely with Federal sales reps, account managers, practice leads, and OEM partners to scope and win opportunities. Responsibilities - Design network and cybersecurity solutions for Federal agencies, covering areas like Zero Trust Architecture, network segmentation, SD-WAN, and hybrid/multi-cloud security. - Build and deliver technical presentations, demos, and proof-of-concepts that show customers how a solution works in their environment. - Run technical discovery sessions to understand what the customer has today, where the gaps are, and what BlueAlly and its partners can bring to the table. - Write proposals, Bills of Materials, and RFP/RFI/RFQ responses withaccuratepricing and solution designs that meet Federal requirements. - Confirm all proposed solutions meet Federal compliance standards: NIST 800-53, NIST 800-207 (Zero Trust), FISMA, FedRAMP, CMMC, and CISA guidelines. - Work with Practice Leaders, OEM partners (Cisco, Palo Alto Networks, Fortinet, Juniper, Zscaler, and others), and internal subject matter experts to validate architecture and confirm technical feasibility. - Scope and draft professional and managed services engagements as part of the overall deal. - Help qualify opportunities, move pipeline forward, and hand off cleanly to delivery teams when deals close. - Stay current with changes in cybersecurity, Federal IT policy, networking, and cloud security to keep solution designs relevant and competitive. - Help junior Solutions Architects develop their skillsonFederal engagements and network/security design. Position Requirements Education - Bachelor’s degree in Computer Science, Information Technology, Cybersecurity, Engineering, ora relatedfield (or equivalent work experience). Knowledge & Experience - 5+ years in a Solutions Architect, Security Architect, Network Architect, or similar presales/technical role. - Real experiencedesigning and proposing network and security solutions for Federal or public sector customers. - Solid grasp of Zero Trust Architecture principles and how to implement them in both cloud and on-premises environments. - Hands-on experience with technologies from vendors like Cisco (SecureX, ACI, SD-WAN), Palo Alto Networks (Prisma Cloud, NGFW), Fortinet (Security Fabric), Juniper (SRX Series), and Zscaler (Cloud Security). - Working knowledge of Federal IT compliance requirements, procurement processes, and security frameworks (NIST, FISMA, FedRAMP, CMMC, CISA). - Experience with authentication technologies: ADFS, Entra ID (Azure AD), SAML, and related protocols, particularly for securing cloud applications. - Familiarity with cloud-native security controls, IAM policies, encryption, and security group configurations across AWS, Azure, and hybrid platforms. - Track recordof writing quotes, proposals, and responses to government solicitations (RFPs/RFIs/RFQs). - Experience scoping and quoting professional and managed services engagements. - Clear communicator who can explain technical solutions to both engineers and non-technical stakeholders. - Strong problem-solving and analytical skills. - Comfortable working independently and across sales, engineering, and delivery teams. Preferred Qualifications - Active security clearance or ability to obtain one. - Certifications such as CISSP, CCNP/CCIE, PCNSE (Palo Alto), Fortinet NSE 4+, AWS Certified Security - Specialty, Azure Security Engineer Associate, Zscaler Certified Cloud Professional (ZCCP), or Security+. - Familiarity with cloud security frameworks like CIS Benchmarks, CSA CCM, or ISO 27017. - Experience with security risk assessments, threat modeling, and vulnerability management in Federal environments. - Experience with network automation tools andDevSecOps/DevOps practices. Work Conditions - 40-hour week with availability during standard business hours. - Remote;Washington, D.C. metro areapreferred forproximity to Federal customers. - Travel expected (up to 25–50%) for customer meetings, partner events, and internal collaboration. - Computer-based position with extended time in virtual meetings. - Sufficient dexterity of hands and fingers to efficientlyoperatea computer keyboard, mouse, and other computer components. This role supports BlueAlly’s Federal growth by adding network and security depth to the presales team.