• Develop a strong understanding of, and proficiency with, the Neara software platform in order to translate its functionality and value to customers. • Work directly and closely with customers, including meaningful time on-site with customers to: • Drive and embed the use of the Neara platform by customers, including enabling the customer’s ability to proficiently use the platform to ensure customer ease of adoption and use throughout their organisation. • Ensure that Neara solutions adopted by customers are being delivered as contractually scoped and are delivering on identified business outcomes. • Develop a deep understanding of customer strategic imperatives and business goals in order to provide clear guidance on where Neara solutions can enable or enhance. • Serve as a trusted commercial and technical advisor to customers, ensuring Neara solutions are fully embedded within their business, including with respect to workflow or change management requirements that sit outside the core Neara scope. • Collaborate with customers to define and deliver business cases and related ROI metrics, in support of the value delivered by Neara solutions, including established cadences around internal reporting and value delivery reviews. • Identify opportunities for customers to expand their use and adoption of the Neara platform into other solutions through the identification of additional business drivers or pain points that Neara can help solve. • Identify and actively engage a broad stakeholder audience within customers to ensure close and trusted relationships, built on credibility, authenticity and transparency. • Collaborate closely with Neara Sales and Deployment teams to drive customer happiness, platform adoption, growth, and consistent and measurable adoption and value demonstration frameworks. • Design and deliver focused training sessions and workshops aligned with customer goals and workflows • Identify emerging client needs and strategic opportunities, and work closely with Neara Sales and Deployment teams to inform customer account strategies and growth opportunities.

Role Description The Solutions Architect (SA) is a senior individual contributor who owns the technical sales lifecycle for AppViewX's strategic enterprise accounts and prospects across the assigned territory. This role is designed for a seasoned SE practitioner who brings deep Identity/PKI/CLM/PQC domain expertise, proven enterprise POC execution, and the ability to engage security leadership stakeholders with confidence. The SA will lead complex, multi-product opportunities at F500 and Global 2000 accounts — delivering architecture-level guidance on CLM automation, PKI modernization, and post-quantum cryptographic readiness (ML-KEM, ML-DSA, FIPS 204) - while contributing to the broader SE team's capability and culture. Key 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 regional 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 in 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. - 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 governance 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. Qualifications - 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. - Ability to travel 30–40% for customer, partner, and internal engagements. Preferred Qualifications - 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. Benefits - AppViewX caters to a wide range of customers from Fortune 1000 companies, including six of the top ten global commercial banks, five of the top ten global media companies, and five of the top ten managed healthcare providers. - Over the years, we grew our diverse team, perfected our automation platform, and expanded our global footprint to India, North America, United Kingdom, and Australia. - Today, we are headquartered in New York City and have come a long way by optimizing opportunities to create lasting relationships with enterprises, gaining unshakable customer trust along the way. Company Description AppViewX is proud to be an Equal Employment Opportunity Employer. It is AppViewX’s policy to afford equal employment opportunities to all employees regardless of race, color, national origin, ancestry, religion, citizenship status, gender, gender expression or identity, sexual orientation, age, marital status, military or veteran status, pregnancy, disability, genetic information, arrest record, or other protected class under state, federal, or local law.

• Upskill knowledge in Red Hat technologies using Red Hat University and support from the wider consulting team to apply these concepts to customer needs • Serve as a subject matter expert at the customer site, addressing technical, developmental, or strategic IT needs • Manage problem identification, system architecture definition, software specification and design, testing, and deployment of open source solutions • Learn about new technologies and apply these concepts to customer needs • Adapt to changing customer requirements • Respond to incidents, escalations, and exceptions in a professional manner

• Provide technical leadership for multiple engineering teams, serving as the principal reference for software and platform architecture; • Define product architectural strategy aligned with the technology roadmap and business needs; • Establish architectural standards, principles, and best practices across the organization; • Lead architecture reviews, design reviews, and technical assessments for major initiatives; • Support technical leads and engineers in making complex decisions; • Ensure solutions meet requirements for scalability, availability, security, observability, and performance; • Collaborate with Engineering, Product, Security, Data, and Infrastructure teams to evolve the technology platform; • Drive adoption of new technologies, frameworks, and architectural patterns; • Act as the technical authority during critical incidents involving architectural decisions; • Promote continuous architectural evolution, reducing technical debt and increasing technology maturity.