Solutions Architect - Strategic Partner

Company: Foundation Capital
Location: Mountain View, California, United States
Type: Full-time
Posted: 27.AUG.2021
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Fortanix is a dynamic technology company solving some of the world's most demanding data protection challenges for companies and governments...


Fortanix is a dynamic technology company solving some of the world's most demanding data protection challenges for companies and governments around the world. Our disruptive technology maintains data privacy across its entire life-cycle -- at rest, in motion, and in use across any enterprise IT infrastructure -- public cloud, on-premise, hybrid cloud, and SaaS. With key strategic partners like Intel, Equinix, VMware, and IBM, Fortanix is solving problems for customers across multiple vertical markets including but limited to financial services, health service, government, and retail. Recognized by Gartner as a "Cool Vendor", Fortanix is truly revolutionizing cyber security.
Join the revolution! Fortanix is looking for an experienced, field focused Solutions Architect, who wants to be a part of building a great security company. You will be part of a the strategic team developing and aligning in your territory. Fortanix technology already has won multi-million dollar deals at enterprises around the world. Here is an opportunity to work with strategic partners to win more.

As a Solutions Architect, you will own, drive, and be rewarded for your business. Responsibilities include

Solutions Development. As a Senior member of the business development team you will help partners create solutions that extend Fortanix products as part of their core security infrastructure and operations.

Discovery. Work closely with the business development team early in the sales process to gain deep understanding of partners and customers technical requirements and propose how best to address them.
Technical Evaluations. Work with Fortanix engineering, product management, and partner technical teams to manage successful customer evaluations and proof of concept deployments.
Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training.
Product Knowledge. Work closely with Engineering and Product teams to help maintain a deep understanding of Fortanix products, core technology, and customer applications.
Market Feedback. Continuously gather product and market feedback to guide new products.
Customer Success. Ensure customers and partners are getting the most from their investment in Fortanix, creating strong references, renewals, and opportunities for upsell.


MUST BE BASED IN US preferably Mid Atlantic, North Central, South Central or West Coast.
Must have 5+ years of experience as an SE or Solutions Architect for enterprise IT security and infrastructure.
Must have experience in complex technical enterprise sales processes, including $1M+ deals.
Knowledge of programming or scripting languages (e.g., Python, Bash, etc.).
Understanding of HSM and various crypto interfaces (PKCS#11, CAPI, CNG, JCE, etc.). Experience with HSM from another company is a plus.
Understanding of KMS interfaces (KMIP, REST API, etc.). Experience with a KMIP appliance is a plus.
Familiarity with HSM and KMS in the cloud (AWS CloudHSM, AWS KMS, Google KMS, Azure KeyVault, IBM KeyProtect, etc.)
Understanding of use cases of HSM and KMS (Database TDE, TLS termination, Blockchain, secure manufacturing, etc.)
Comfortable working in a roll-up your sleeves, get your hands dirty start-up environment.
Experience selling to Global 1000 / Financial Services companies.
Experience working with Strategic partners and system integrators in complex environment.
Strong consultative selling and technical collaboration skills.
Excellent written and oral communications skills.
Strong collaboration skills to engage both external partners and internal team.
BA/BS in a technical field; CISSP, Security+, other security-focused certifications. Government Security clearance is a plus.


Competitive compensation plan with significant upside potential
Medical, dental and vision insurance; 401k
Friendly, collaborative culture
A chance at shaping the future of cloud security

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