Backed by NEA.
About the role
You know a great technical sale is about more than delivering a polished demo. The real work is understanding what a customer is trying to accomplish, figuring out whether Expel can actually solve it, and making sure what we promise during the sales process is exactly what our teams are prepared to deliver.
What they're looking for
- Put you at the center of complex Enterprise security opportunities where your technical judgment can directly influence both the sale and the long-term customer relationship
- Give you ownership across the technical sales lifecycle, from discovery and demos through POVs, technical objections, escalations, and the transition into service delivery
- Expose you to a wide range of Enterprise security environments across SIEM, endpoint, network, cloud, identity, security operations, and detection and response
- Connect you with experienced Account Executives, Sales leaders, SOC analysts, Detection & Response, Product, Engineering, Customer Success, and Service Delivery teams
- Give you the autonomy to solve difficult customer problems creatively while maintaining the integrity to be clear about what Expel can and cannot do
- Give you the opportunity to influence how we run POVs, approach Enterprise opportunities, transition customers into delivery, and improve the overall Solutions Architecture motion
More about this role
You know a great technical sale is about more than delivering a polished demo. The real work is understanding what a customer is trying to accomplish, figuring out whether Expel can actually solve it, and making sure what we promise during the sales process is exactly what our teams are prepared to deliver.
As a Principal Solutions Architect at Expel, you'll own the technical side of some of our most complex Enterprise opportunities. You'll lead technical discovery, demonstrate Expel's service, design and drive Proofs of Value (POVs), work through technical objections, and create the bridge between Sales and Delivery so customers aren't starting over once the deal is signed.
You'll need enough technical depth to comfortably navigate conversations across security operations, incident response, SIEM, endpoint, network, and cloud environments. But being the smartest technical person in the room isn't enough. We're looking for someone who can listen, ask great questions, tell a compelling technical story, challenge assumptions when necessary, and build trust with everyone from a SOC analyst to a CISO.
This is a Principal-level individual contributor role. You'll be expected to...
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