Job Description

At Armor, we are committed to making a meaningful difference in securing cyberspace. Our vision is to be the trusted protector and de facto standard that cloud-centric customers entrust with their risk. We strive to continuously evolve to be the best partner of choice, breaking norms and tirelessly innovating to stay ahead of evolving cyber threats and reshaping how we deliver customer outcomes. We are passionate about making a positive impact in the world, and we're looking for a highly skilled and experienced talent to join our dynamic team.


Armor has unique offerings to the market so customers can a) understand their risk b) leverage Armor to co-manage their risk or c) completely outsource their risk to Armor.


Learn more at: https://www.armor.com

Summary

Armor is seeking a highly capable individual who possesses the technical knowledge, customer-centricity and sales skill's to enable sale of Armor product & services by mapping Armor solution to customer pain points.


This is a unique hybrid position with a path to regional leadership blending:+

Technical Sales -

In this role, you'll be responsible for engaging with sales prospects and current customers as a technical expert and sales consultant, understanding their pain through intelligent conversations, curiosity and empathy for their situation. You'll analyze customer requirements and understand their use cases and desired outcomes. You'll craft Armor solutions and services that meet their needs, develop actionable plans and strategies to achieve their use cases while fitting customer budget constraints.

Customer Success Ownership -

The role also includes an element of customer success ownership, acting as a long-term technical partner driving adoption and increasing share of wallet while ensuring business value realization.

Essential Duties and Responsibilities

(Additional duties may be assigned as required)

Be a thought leader within the company and the industry, helping bring and expert and future forward focus to our customers. Provide technical leadership on security, compliance, and risk management with a focus on Microsoft security solutions, particularly Microsoft Sentinel and Defender. Partner with local and regional leadership at partners, particularly Microsoft, to support joint go-to-market activities, helping customers understand the value of integrated Armor + Microsoft solutions. Influence co-innovation, roadmap alignment, and strategic initiatives between Armor and Microsoft. Lead the sales process by demonstrating the value of Armor products and services to achieve technical & commercial wins. Architect a modern, effective, and appropriate solution for customers utilizing an optimal combination of Microsoft security products and Armor solutions and services, such as MDR and Armor Enterprise Cloud. Provide opinionated responses to customers and help guide them towards the correct solution when they express technical wishes that will not achieve their desired outcomes. Lead the sales process and document solutions and their advantages within RFP responses, proposals, SOWs or other documentation as required. Act as a technical expert and partner with Armor prospects and customers to help them understand how Armor can deliver their desired outcomes and why Armor's solution is superior to our competitors. Serve as the customer success owner for strategic customers in region, guiding them through onboarding, deployment, and long-term optimization. Own the creation of customer success plan for strategic customers in region that align Armor's solutions to evolving customer needs and conduct regular operational and strategic reviews with strategic customers. Provide thought leadership by representing Armor in community engagement at industry conferences, webinars, executive briefings, and other events as applicable Act as a SME internally, with customers, and with Microsoft sellers and partner staff. Provide active feedback and recommendations from the field to Armor leadership on solutions to improve Armor service offerings and overall service levels and customer engagement. Develop technical enablement in the form of workshops including materials, demos, and product/service integration when appropriate Stay current with the latest developments in Microsoft security and infrastructure as well as industry best practices. Mentor and guide peers, team members, and junior consultants as required.

REQUIRED SKILLS

Expertise in endpoint, on prem, and cloud computing concepts, security features, and reference architectures Microsoft technologies. Ability to lead the sales process with client and internal engagemnet Demonstrated expertise and throughout knowledge concerning SIEM, SOAR, and EDR with a particular focus on Microsoft Sentinel and Defender solutions. Experience in working closely with Sales, Product, and ops teams to achieve optimal customer outcomes. Proven experience in a sales engineering, solution consulting, or other customer facing roles. Experience doing so at an MDR company a plus. Strong understanding of modern security best practices and the ability to build solutions based on customer requirements. Strong presales skills including the ability to develop SOWs and proposals. Excellent communication and presentation skills. Excellence in a goal-oriented working environment where interactivity and teamwork are a focus. Strong problem-solving skills and the ability to work independently and as part of a team. Flexibility in working with clients of various sizes both in-person and remotely. Excellent organizational and communication skills. Travel may be required up to 20%

Solution Consultant or Sales Engineering Experience Required:

7+ years of security or technology consulting experience with strong knowledge of cloud security 5+ years of Security, Sales Engineering; or Solution Consulting experience required. 3+ years experience with Microsoft security solutions including, but not limited to Microsoft Sentinel and Defender. Relevant Microsoft Security Certification; or must achieve Certs within 6 months. Bachelor's degree or related work experience.

WHY ARMOR

Join Armor if you want to be part of a company that is redefining cybersecurity. Here, you will have the opportunity to shape the future, disrupt the status quo, and be a part of a team that celebrates energy, passion, and fresh thinking. We are not looking for someone who simply fills a role - we want talent who will help us write the next chapter of our growth story.

Armor Core Values:

Commitment to Growth:

A growth mindset that encourages continuous learning and improvement with adaptability in the face of challenges.

Integrity Always:

Sustain trust through transparency + honesty in all actions and interactions regardless of circumstances.

Empathy In Action:

Active understanding, compassion and support to the needs of others through genuine connection.

Immediate Impact:

Taking initiative with swift, informed actions to deliver positive outcomes.

Follow-Through:

Dedication to delivering finished results with attention to quality and detail to achieve the desired outcomes.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The noise level in the work environment is usually low to moderate. The work environment can be either in an office setting or remotely from anywhere.

Equal opportunity employer -

it is the policy of the company to comply with all employment laws and to afford equal employment opportunity to individuals in all aspects of employment, including in selection for job opportunities, without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other consideration protected by federal, state or local laws

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