Role Description We are looking for an experienced Solutions Architect to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close. This is a field sales engineering role open to qualified candidates in the United States. - Develop a deep understanding of Upwind's cloud security products and services - Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs - Provide technical guidance and support throughout the sales cycle - Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions - Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions Qualifications - Proven experience as a Sales/Solutions Engineer or in a similar technical pre-sales role within the cloud security industry - In-depth knowledge of cloud computing, cybersecurity principles, and industry best practices - Strong presentation and communication skills with the ability to convey technical concepts to a non-technical audience - Ability to work independently and collaboratively in a remote team environment - Experience with cloud platforms such as AWS, Azure, or Google Cloud - Experience with Terraform, k8s and containers is a plus Company Description Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

• Lead post-sales technical implementation conversations with merchants, conducting deep technical discovery to understand their systems, integration architecture, and constraints — and translating findings into a clear path forward. • Own the technical onboarding experience, serving as the primary technical point of contact from kickoff to go-live, partnering with internal Engineering and Product teams to identify and address any product gaps and ensure integrations are set up for long-term success. • Establish and maintain technical documentation for merchant onboardings — system architecture diagrams, API inventories, and integration specs — that cross-functional partners rely on throughout the merchant lifecycle. • Build and maintain a library of reusable integration assets — templates, configuration guides, and onboarding playbooks — that improve consistency and reduce time-to-live across the merchant portfolio on the Solutions team. • Lead investigation and resolution of complex post-onboarding technical issues, collaborating with Engineering and Support to drive root cause analysis and communicate findings clearly to internal and external stakeholders. • Own pre-launch QA — including sandbox testing and end-to-end validation of integration flows — ensuring integrations meet a high technical bar before go-live. • Identify and champion AI and automation opportunities that improve operational efficiency, partnering with internal teams to move initiatives from idea to execution.

• Act as the primary technical point of contact for prospects evaluating our product. Understand their needs and design solutions that align with their infrastructure using our platform. • Partner with Customer Success to ensure customers onboard quickly and realize value from the platform. • Develop and maintain technical documentation and guides to streamline pre-sales and guide post-sales workflows. • Support product configuration and deliver minor technical changes required for prospect and customer implementations. • Feed prospect feedback directly into Product and Engineering, helping shape the roadmap and ensuring the platform evolves with real-world needs. • Lay the foundation for a scalable Solutions Engineering function by building playbooks and repeatable best practices.

• Design and develop advanced GUI layouts for data visualization and analysis. • Create sophisticated Trigger Scripts using Javascript for custom data analysis tailored to customer requirements. • Develop intermediate-level external REST API integrations; build custom tooling using Python and JavaScript-based APIs to extend platform functionality. • Apply a solid understanding of networking principles, particularly application transaction flows, to support customer business outcomes. • Profile industry-specific applications across a broad range of verticals; produce technical assets and written collateral to support product improvement and marketing initiatives. • Analyse customer network topologies and application stacks; develop strategies to acquire high-value data from the wire. • Conduct root cause analysis of high-profile technology incidents and advise customers on resolution pathways. • Develop custom signatures using specific or generic indicators-of-compromise • Create rich data visualizations to support tactical investigations and inform strategic objectives. • Build automated tooling to streamline repeatable processes and maximize time spent on higher-value, intelligent solutions. • Provide intelligence and analytical data to support, and guide, threat hunting activities. • Deliver hands-on enablement sessions with key customer stakeholders and technical personnel.