avertium - Security Solutions Architect
Requirements
• Minimum of 7 years of experience in information security, IT security, or IT administration, including customer-facing or pre-sales technical work. • Demonstrated ability to scope and document security engagements — SOWs, WBS with hours, and technical proposals. • Hands-on familiarity with the Microsoft security stack (Entra/IAM and at least one of Purview or Intune). • Working knowledge of at least one major compliance framework (CMMC/NIST 800-171, NIST CSF, or ISO 27001) and the ability to translate framework requirements into a remediation roadmap. • Understanding of enterprise security concepts and technologies — MDR/EDR, email security, and how a SOC operates. • Knowledge of data governance and data protection best practices. • Excellent verbal and written communication skills, including the ability to present to and influence C-suite stakeholders. • Proficiency with CRM-based opportunity management (Salesforce) and disciplined documentation habits. • Ability to establish and maintain positive, effective relationships with coworkers, clients, and partners. • Depth in Microsoft Purview (DLP, Insider Risk, Data Classification, DSPM for AI) and/or Intune and Entra ID. • The Microsoft Entra Suite (including Entra ID Governance, Private Access, Internet Access, and Verified ID) and Microsoft Agent 365 (AI agent governance and security) — both increasingly important to the role. • Experience with MXDR / SentinelOne and security operations positioning. • Experience with Microsoft Defender XDR and Microsoft Defender for Cloud is a plus. • Azure cloud architecture and security design experience — secure landing zones, network and identity architecture, and Azure security services — is ideal. • Experience with third-party risk platforms and methodology (e.g., OSINT) and vendor-risk program scoping. • Familiarity with Microsoft 365 tenant migration/consolidation and Copilot adoption engagements. • Experience developing and facilitating Microsoft Envisioning Workshops — or equivalent value-demonstration and hands-on workshops — across the full engagement lifecycle. • Knowledge of AI security best practices and emerging AI-governance requirements. • Expert knowledge of Zero Trust principles; strong email-security and networking knowledge. • Familiarity with FISMA, CIS Controls, and additional cloud platforms (AWS, GCP). • Experience developing channel partners, TAs, and CSP relationships within a partner-led sales motion. • Experience teaching or enabling technical content, formally or informally. • Candidates are expected to achieve and maintain relevant technical certifications. CISSP and the Microsoft certifications tied to Avertium’s core focus areas — data security and governance, identity, endpoint, and security operations — are strongly preferred. • CISSP (ISC2) — the baseline security credential for this role; required or strongly preferred. • Microsoft Information Protection & Compliance Administrator (SC-400) — aligned to Microsoft Purview — DLP, Insider Risk Management, Data Classification, and DSPM for AI. • Microsoft Identity & Access Administrator (SC-300) — aligned to Microsoft Entra ID and Identity & Access Management. • Microsoft Endpoint Administrator (MD-102) — aligned to Microsoft Intune device management and policy. • Microsoft Security Operations Analyst (SC-200) — aligned to MXDR, Microsoft Defender, and Security Copilot. • Microsoft Cybersecurity Architect (SC-100) — expert-level credential; strongly preferred for Principal SSAs. • Microsoft Azure — AZ-500 (Azure Security Engineer) and AZ-305 (Azure Solutions Architect Expert) are ideal, reflecting the role’s Azure architecture and security focus. • Additional credentials a plus — Microsoft SC-900 (Security, Compliance & Identity Fundamentals), MS-102 (Microsoft 365 Administrator); CISM or CISA; CMMC (CCP/CCA); ISO 27001; and SentinelOne certifications. • Core Competencies • Consultative selling — frames technical solutions in business terms and earns trusted-advisor status. • Ownership & reliability — drives opportunities to closure and keeps documentation current so no account depends on a single person. • Communication & executive presence — clear, confident, and credible with both engineers and executives. • Collaboration — works seamlessly with AEs, delivery, partners, and leadership. • Adaptability & curiosity — continuously builds expertise as the Microsoft and AI-security landscape evolves. • Partner orientation — cultivates the channel relationships that fuel pipeline. • Travel & Work Environment • This position requires up to 25% travel; travel is frequently outside the local area and may include overnight stays. • Travel supports client meetings, partner site visits, bake-offs, and onsite sales engagements. • Remote-first with regional alignment to the assigned territory and partner ecosystem.
Responsibilities
• Pre-Sales Solutioning & Technical Advisory • Serve as the technical subject-matter expert across Avertium’s service portfolio, consulting customers on the solutions that best fit their security, compliance, and risk needs. • Align customer requirements to Avertium products and services in a phased, roadmap-driven approach that sequences quick wins against longer-term program goals. • Lead technical discovery, requirements gathering, and solution design for opportunities ranging from add-on engagements to multi-phase security programs. • Communicate Avertium’s value as a strategic information-security and compliance partner, not a point-product vendor. • Solution Design, SOW & WBS Development • Author custom Statements of Work and detailed line-item Work Breakdown Structures with accurate hours, scope boundaries, and assumptions. • Produce pricing and service configurations that ensure the right scope and margin for each opportunity, including add-ons and best-effort scoping scenarios. • Document scope nuances and exclusions (e.g., framework-specific carve-outs) so sellers have durable, reusable references for recurring client questions. • Develop reusable offerings and accelerators — starter kits, runbooks, and packaged WBS templates — that scale repeatable engagements. • Customer Engagement & Executive Communication • Prepare and lead technical meetings, demonstrations, and bake-offs, coordinating internal resources to align the technical strategy for each customer or prospect. • Present to C-suite executives and technical decision-makers; build and deliver technical presentation decks and webinars. • Participate in contract negotiations and in onsite meetings with clients and prospects as needed. • Facilitate post-sale planning and a seamless handoff of the customer to the delivery organization. • Microsoft Workshop Development & Delivery • Develop, maintain, and version Avertium’s catalog of Microsoft Envisioning Workshops — authoring delivery guides, modules, customer questionnaires, and toolkits, and keeping them current as Microsoft products evolve. • Facilitate and deliver workshops end to end across the engagement lifecycle — pre-engagement and readiness, setup and scoping, data collection, exploration, and results presentation — pairing value demonstration with hands-on customer experience. • Tailor mandatory and selectable workshop modules to each customer’s environment, tooling, and security priorities. • Use workshops to demonstrate Microsoft security value, surface findings, and generate follow-on pipeline; many qualify for Microsoft funding. • Partner & Channel Development • Develop, onboard, and maintain relationships with channel partners, technology advisors (TAs), and CSPs that drive new-logo and expansion pipeline. • Build partner-facing intro decks, run partner enablement sessions, and represent Avertium in competitive bake-offs. • Own warm introductions and relationship continuity for partner contacts within an assigned territory; conduct partner site visits to deepen high-value relationships. • Sales Collaboration & Pipeline Support • Act as the technical quarterback for one or more AE pipelines from opportunity identification through closure. • Maintain accurate opportunity records, notes, and handoff documentation in Salesforce so pipelines can operate without single-person dependency. • Participate in sales forecasting, planning, and pipeline reviews. • Provide knowledge transfer to sales staff on current and emerging service offerings. • Portfolio, Enablement & Continuous Learning • Represent customer needs in the development of new services and the refinement or retirement of existing offerings. • Maintain technical competency across existing and emerging services, with emphasis on the Microsoft security stack, compliance frameworks, and AI security. • Mentor peers and contribute to shared SA knowledge assets, opportunity documentation, and the SA shared library. • ## Technical Domains & Expertise: • Avertium’s pre-sales motion has shifted decisively toward Microsoft security, compliance program work, security operations, and AI enablement. SSAs are expected to develop working-to-deep fluency across the following domains; Principal SSAs are expected to carry recognized depth in several. • Representative Technologies & Activities • Microsoft Data Security & Governance • Microsoft Purview — Data Loss Prevention (DLP), Insider Risk Management, Data Classification, and Data Security Posture Management (DSPM) for AI. • Identity & Endpoint • Microsoft Entra ID and Identity & Access Management (Active Directory, IAM reviews and remediation); the Microsoft Entra Suite — including Entra ID Governance (entitlement management, access reviews, lifecycle workflows, PIM), Private Access, Internet Access, and Verified ID; Microsoft Intune device management, rollouts, and policy frameworks. • Microsoft 365 Platform • Microsoft 365 tenant migration and consolidation; Microsoft 365 Copilot adoption and Security Copilot readiness. • Compliance Frameworks • CMMC and NIST; ISO 27001; SOC; HIPAA, PCI, and HITRUST awareness. • Security Operations • MXDR and managed detection & response; Microsoft Defender XDR; EDR/MDR/AV (e.g., SentinelOne); SIEM concepts; how a Security Operations Center functions. • Risk & Offensive Testing • Third-party / vendor risk management; penetration test scoping across network, web, and mobile. • AI Security & Enablement • Securing AI adoption — DSPM for AI, Security Copilot readiness, and AI enablement for customer and partner teams; Microsoft Agent 365 for governing, securing, and managing AI agents across the enterprise. • Cloud & Infrastructure • Microsoft Azure architecture and security and Microsoft Defender for Cloud — secure landing zones, identity and network design; awareness of AWS/GCP; Windows operating systems and hypervisor technologies; networking fundamentals and troubleshooting.
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