Principal Security Architect

Principal Solutions Architect

Position Summary

The Principal Solutions Architect leads complex technical sales pursuits from qualification through close, serving as a trusted advisor to clients and an integrator across Business Development, delivery, product, partnerships, and executive leadership. The role translates client objectives, regulatory obligations, technology realities, delivery dependencies, and commercial constraints into clear solution approaches, scopes, proposals, and implementation pathways.

This person is expected to operate effectively in strategic accounts, including situations requiring ambiguity reduction, escalation management, scope governance, and coordinated action across multiple internal and client stakeholders.

What You'll Do

Strategic Account and Client Advisory

• Lead technical and business conversations for strategic or complex client opportunities, including discovery, qualification, needs assessment, executive briefings, workshops, and solution validation.
• Build trusted-advisor relationships with key client stakeholders; understand their evolving priorities, risks, operating constraints, and decision process.
• Translate business objectives and compliance obligations into practical solution options, including assumptions, tradeoffs, sequencing, dependencies, and client decisions required to proceed.
• Support executive-level account strategy, customer escalation management, and coordinated internal response when solution, scope, delivery, or commercial issues place an opportunity or relationship at risk.
• Maintain continuity from pre-sales into delivery by clarifying intended outcomes, handoffs, open decisions, and success criteria with client and internal stakeholders.

Solution Architecture, Scoping, and Commercial Execution

• Serve as solution architect for complex client requirements, defining client-specific approaches across compliance, cloud, security, technology, and operating-model considerations.
• Drive pre-sales technical activities from opportunity identification through closing, including discovery calls, needs assessments, solution scoping, proof of concepts, pilots, and technical validation.
• Partner with Business Development, delivery, finance, and other internal teams to develop proposals, statements of work, pricing models, estimates, assumptions, and value narratives.
• Develop and present architecture diagrams, implementation roadmaps, solution demonstrations, presentations, RFI/RFP responses, and other technical validation artifacts that make complex decisions understandable.
• Support client negotiations by explaining solution rationale, scope boundaries, commercial assumptions, delivery approach, and the value of the proposed recommendations.
• Identify and articulate opportunities for cross-sell and expansion across service lines when they materially improve client outcomes.

Scope, Delivery, and Risk Governance

• Establish and maintain clarity on scope, responsibilities, technical boundaries, prerequisites, dependencies, assumptions, and change-control requirements for complex pursuits and engagements.
• Partner with delivery teams and client stakeholders to align solution design with operational realities, delivery capacity, implementation sequencing, and support-model expectations.
• Surface risks, issues, and unresolved decisions early; facilitate the right conversations and documentation to enable timely resolution.
• Help define practical responsibility models, governance mechanisms, and operating approaches where multiple internal teams, client teams, platforms, vendors, or business units are involved.
• Protect delivery quality and commercial integrity by distinguishing committed scope from future-state concepts, optional services, and changes requiring formal approval.

Partner and Ecosystem Collaboration

• Support partner relationships that strengthen client solutions, including technology partners, subcontractors, and complementary service providers.
• Coordinate with partner teams when their products, licensing, capabilities, support, or commercial models materially affect a client solution or outcome.
• Incorporate partner capabilities into solution strategy while maintaining clear accountability for scope, recommendations, and client commitments.

Thought Leadership and Market Development

• Contribute to thought leadership, sales collateral, technical content, workshops, webinars, and client-facing materials that position expertise and solutions.
• Maintain working knowledge of relevant markets, customer challenges, regulatory frameworks, technology trends, and competitor activity within assigned focus areas.
• Help identify and shape new offerings, solution plays, and go-to-market approaches based on recurring customer needs, delivery experience, and market opportunity.
• Contribute to additional projects and responsibilities as needed that support team priorities and organizational goals.
• Travel is expected for client workshops, executive briefings, industry events, and strategic account support; anticipated travel is approximately 25 35%, subject to business needs.

What You'll Bring

We seek candidates with demonstrated success supporting complex enterprise pre-sales and solution-development work. Successful candidates combine technical depth with strong commercial judgment, client-facing communication skills, and the ability to align diverse stakeholders around a practical path forward.

Candidates should have experience that enables them to:

• Articulate value across Global Assurance, compliance, security, cloud, and related solutions.
• Lead or materially support enterprise discovery, solution design, proposals, pricing, and client-facing technical discussions.
• Partner effectively with sales, delivery, product, finance, and external partners.
• Manage ambiguity, competing priorities, and high-visibility client situations without losing sight of scope, delivery feasibility, or customer outcomes.
• Position Compliance and Assurance solutions alongside a broader portfolio in cross-sell motions.

Experience selling, delivering, or managing compliance and audit solutions is vital. Qualified candidates should have at least eight years of relevant experience supporting well-known frameworks, which may include:

• ISO 27001/27002
• PCI DSS
• FedRAMP/FISMA
• CMMC
• GDPR
• SOC
• CCPA

Bachelor's degree from a four-year college or university, or an equivalent combination of education and relevant work experience.

Bonus Points

Subject-matter expertise in data privacy, U.S. and global regulations, and common compliance frameworks is preferred. Relevant certifications may include:

• CISSP
• CRISC
• CISA/CISM
• CGEIT