{"schemaVersion":"jobsearcher.job.v1","id":"21e3e221cf93ccddb202affe","url":"https://jobsearcher.com/jobs/21e3e221cf93ccddb202affe","canonicalUrl":"https://jobsearcher.com/jobs/21e3e221cf93ccddb202affe","title":"Principal Solutions Engineer","description":"WHO WE ARE:\r\nAviatrix is pioneering the Cloud Native Security Fabric — the architecture the Containment Era requires. The Cloud Native Security Fabric governs every workload communication path across every cloud, every VPC, every Kubernetes cluster, and every serverless function, from a single policy plane. One rule. Universal propagation. Enforced at the workload, not at a chokepoint. Trusted by more than 500 of the world's leading enterprises. For more information, visit aviatrix.ai.\r\nABOUT THE ROLE\r\nAviatrix is seeking a dynamic Principal Solution Engineer based in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions. The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure.\r\nTechnical Sales Support\r\nServe as the primary security subject matter expert during the sales process\r\nConduct technical discovery sessions to identify security requirements and pain points\r\nDesign and present customized security architectures using Aviatrix solutions\r\nLead technical demonstrations and proof-of-concept implementations\r\nRespond to RFPs and technical questionnaires with security-focused content\r\nSupport competitive differentiation discussions highlighting Aviatrix security advantages\r\nCustomer Engagement\r\nBuild trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)\r\nFacilitate technical workshops and whiteboarding sessions\r\nPresent at customer security forums and industry events\r\nProvide technical guidance throughout the sales cycle and post-sale implementation planning\r\nSales Collaboration\r\nPartner with Account Executives to develop territory and account strategies\r\nQualify technical opportunities and provide accurate sales forecasting input\r\nSupport deal negotiations with technical expertise and solution positioning\r\nCollaborate with channel partners on joint security initiatives\r\nProduct and Market Intelligence\r\nProvide customer feedback to product management and engineering teams\r\nStay current with cloud security trends, threats, and regulatory requirements\r\nContribute to competitive analysis and positioning materials\r\nSupport marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)\r\nRequired Qualifications\r\nTechnical Expertise\r\nBachelor's degree in Computer Science, Information Security, or related field\r\n10+ years of hands-on experience in network security and/or cloud security\r\nStrong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)\r\nExperience with cloud platforms (AWS, Azure, GCP) and their native security services\r\nKnowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation\r\nFamiliarity with zero-trust architecture principles and implementation\r\nUnderstanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR)\r\nSales And Communication Skills\r\n10+ years of experience in technical sales, sales engineering, or customer-facing technical roles\r\nProven track record of supporting complex B2B sales cycles\r\nExcellent presentation and communication skills for both technical and executive audiences\r\nExperience with Salesforce preferred and MEDDPICC\r\nAbility to translate technical concepts into business value propositions\r\nIndustry Knowledge\r\nDeep understanding of Cloud networking concepts and technologies\r\nSoftware-defined networking (SDN) and network function virtualization (NFV)\r\nDevSecOps practices and security automation\r\nContainer and Kubernetes security\r\nMulti-cloud and hybrid cloud architectures\r\nPreferred Qualifications\r\nAdvanced degree in relevant field\r\nIndustry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)\r\nPrevious experience with Aviatrix or similar cloud networking solutions\r\nExperience in enterprise software sales or security consulting\r\nPublic speaking experience at industry conferences or events\r\nBackground in networking or security product management\r\nNative German Speaker\r\nKey Performance Indicators\r\nSales pipeline contribution and revenue attainment\r\nTechnical win rate in supported opportunities\r\nCustomer satisfaction scores for technical interactions\r\nNumber of qualified opportunities generated through technical activitiesTime to technical qualification/proof of concept completion\r\nCompetencies\r\nTechnical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions\r\nCustomer Focus: Commitment to understanding and solving customer security challenges\r\nSales Orientation: Drive to achieve revenue goals and support team success\r\nCommunication: Clear, compelling communication across all organizational levels\r\nCollaboration: Effective partnership with sales, marketing, and technical teams\r\nAdaptability: Flexibility to work in a fast-paced, evolving technology environment\r\nTravel Requirements\r\nUp to 60% travel for customer meetings, trade shows, and company events\r\nOccasional international travel may be required\r\nSecurity Specialist KPIs\r\nPrimary Revenue Metrics\r\nPipeline & Revenue Generation\r\nInfluenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support\r\nInfluenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement\r\nPipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue\r\nRevenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement\r\nYear-over-Year Revenue Growth - Growth in influenced revenue compared to previous period\r\nOpportunity Metrics\r\nNumber of Opportunities Supported - Total opportunities receiving technical security overlay\r\nNew Opportunities Generated - Net new opportunities created through security specialist activities\r\nTechnical Win Rate - % of opportunities won where security specialist provided technical support\r\nCompetitive Win Rate - % of competitive deals won with security specialist involvement\r\nSales Process Efficiency\r\nVelocity & Acceleration\r\nSales Cycle Reduction - Average reduction in sales cycle time for supported opportunities\r\nTime to Technical Qualification - Average days from initial engagement to technical qualification\r\nProof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions\r\nAverage Time to PoC Completion - Days from PoC initiation to completion\r\nActivity Metrics\r\nCustomer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities\r\nDemonstrations Delivered - Number of security-focused product demonstrations\r\nRFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments\r\nTechnical Proposals Delivered - Number of custom security architecture proposals\r\nThought Leadership\r\nContent Contributions - Number of technical blogs, whitepapers, or case studies authored\r\nSpeaking Engagements - Number of conference presentations or webinar participations\r\nCustomer Workshop Facilitation - Number of technical workshops conducted\r\nMarket & Product Impact\r\nMarket Intelligence\r\nCustomer Requirements Documented - Number of detailed technical requirements gathered\r\nProduct Enhancement Requests - Number of customer-driven feature requests submitted\r\nCompetitive Analysis Updates - Frequency of competitive positioning updates provided\r\nProduct Advocacy\r\nBeta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs\r\nProduct Feedback Quality Score - Rating of feedback provided to product management\r\nThis West Coast based annual base salary range for this full-time position is $182,647 - $214,879 + commissions + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located internationally. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process.\r\nBenefits\r\nUS\r\nWe cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy.\r\nOutside the US\r\nWe offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipend\r\nYour total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.\r\nAbout Aviatrix\r\nAviatrix\r\nis the cloud network security company trusted by more than 500 of the world's leading enterprises. As cloud infrastructures become more complex and costly, the Aviatrix Cloud Network Security platform gives companies back the power, control, security, and simplicity they need to modernize their cloud strategies. Aviatrix is the only secure networking solution built specifically for the cloud, that ensures companies are ready for AI and what's next. Combined with the Aviatrix Certified Engineer (ACE) Program, the industry's leading secure multicloud networking certification, Aviatrix unifies cloud, networking, and security teams and unlocks greater potential across any cloud.\r\nWE WANT TO INCLUDE YOU\r\nWe embrace the fact that not everyone's journey took the same route or started at the same place. If your experience doesn't quite meet the requirements but the opportunity excites you and you believe you could be great, don't let that hold you back from applying. Tell us what you CAN bring and what makes you special.\r\nAviatrix is a community where everyone's career can grow and we want to help you achieve your goals and be \"your best YOU,\" however that looks. If you're seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let's talk. We want to get to know you and how we could grow together.\r\nAviatrix, Inc. is an equal opportunity employer and does not make hiring decisions based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.\r\nCPRA - California Applicant Privacy Notice\r\nJ-18808-Ljbffr","company":"Socket","rawCompany":"socket","city":"California","state":"MD","isRemote":false,"isActive":false,"createdAt":"2026-08-12T00:45:44.252Z","occupations":[{"code":"41-9031.00","title":"Sales Engineers","slug":"sales-engineers"},{"code":"41-3091.00","title":"Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel","slug":"sales-representatives-of-services-except-advertising-insurance-financial-services-and-travel"},{"code":"15-1299.08","title":"Computer Systems Engineers/Architects","slug":"computer-systems-engineers-architects"}],"industries":[{"code":"541512","title":"Computer Systems Design Services","slug":"computer-systems-design-services"},{"code":"541519","title":"Other Computer Related Services","slug":"other-computer-related-services"},{"code":"513210","title":"Software Publishers","slug":"software-publishers"}],"jobPosting":{"@context":"https://schema.org","@type":"JobPosting","title":"Principal Solutions Engineer","description":"WHO WE ARE:\r\nAviatrix is pioneering the Cloud Native Security Fabric — the architecture the Containment Era requires. The Cloud Native Security Fabric governs every workload communication path across every cloud, every VPC, every Kubernetes cluster, and every serverless function, from a single policy plane. One rule. Universal propagation. Enforced at the workload, not at a chokepoint. Trusted by more than 500 of the world's leading enterprises. For more information, visit aviatrix.ai.\r\nABOUT THE ROLE\r\nAviatrix is seeking a dynamic Principal Solution Engineer based in California, with a focus on Security to join our sales team as a Solution Engineer. This role combines deep cybersecurity expertise with sales acumen to drive revenue growth by positioning Aviatrix's cloud networking and security solutions. The successful candidate will serve as the primary technical security advisor for enterprise prospects and customers, working closely with the sales team to identify opportunities, architect solutions, and accelerate deal closure.\r\nTechnical Sales Support\r\nServe as the primary security subject matter expert during the sales process\r\nConduct technical discovery sessions to identify security requirements and pain points\r\nDesign and present customized security architectures using Aviatrix solutions\r\nLead technical demonstrations and proof-of-concept implementations\r\nRespond to RFPs and technical questionnaires with security-focused content\r\nSupport competitive differentiation discussions highlighting Aviatrix security advantages\r\nCustomer Engagement\r\nBuild trusted advisor relationships with customer security teams (CISOs, security architects, network security engineers)\r\nFacilitate technical workshops and whiteboarding sessions\r\nPresent at customer security forums and industry events\r\nProvide technical guidance throughout the sales cycle and post-sale implementation planning\r\nSales Collaboration\r\nPartner with Account Executives to develop territory and account strategies\r\nQualify technical opportunities and provide accurate sales forecasting input\r\nSupport deal negotiations with technical expertise and solution positioning\r\nCollaborate with channel partners on joint security initiatives\r\nProduct and Market Intelligence\r\nProvide customer feedback to product management and engineering teams\r\nStay current with cloud security trends, threats, and regulatory requirements\r\nContribute to competitive analysis and positioning materials\r\nSupport marketing with technical content creation and thought leadership (blogs, white-papers, and webinars)\r\nRequired Qualifications\r\nTechnical Expertise\r\nBachelor's degree in Computer Science, Information Security, or related field\r\n10+ years of hands-on experience in network security and/or cloud security\r\nStrong understanding of enterprise security frameworks (NIST, ISO 27001, SOC 2)\r\nExperience with cloud platforms (AWS, Azure, GCP) and their native security services\r\nKnowledge of network security technologies: firewalls, IDS/IPS, VPN, micro segmentation\r\nFamiliarity with zero-trust architecture principles and implementation\r\nUnderstanding of compliance requirements (PCI DSS, HIPAA, SOX, GDPR)\r\nSales And Communication Skills\r\n10+ years of experience in technical sales, sales engineering, or customer-facing technical roles\r\nProven track record of supporting complex B2B sales cycles\r\nExcellent presentation and communication skills for both technical and executive audiences\r\nExperience with Salesforce preferred and MEDDPICC\r\nAbility to translate technical concepts into business value propositions\r\nIndustry Knowledge\r\nDeep understanding of Cloud networking concepts and technologies\r\nSoftware-defined networking (SDN) and network function virtualization (NFV)\r\nDevSecOps practices and security automation\r\nContainer and Kubernetes security\r\nMulti-cloud and hybrid cloud architectures\r\nPreferred Qualifications\r\nAdvanced degree in relevant field\r\nIndustry certifications (CISSP, CCSP, CISSP, AWS/Azure/GCP security certifications)\r\nPrevious experience with Aviatrix or similar cloud networking solutions\r\nExperience in enterprise software sales or security consulting\r\nPublic speaking experience at industry conferences or events\r\nBackground in networking or security product management\r\nNative German Speaker\r\nKey Performance Indicators\r\nSales pipeline contribution and revenue attainment\r\nTechnical win rate in supported opportunities\r\nCustomer satisfaction scores for technical interactions\r\nNumber of qualified opportunities generated through technical activitiesTime to technical qualification/proof of concept completion\r\nCompetencies\r\nTechnical Acumen: Deep understanding of security technologies and ability to quickly learn new solutions\r\nCustomer Focus: Commitment to understanding and solving customer security challenges\r\nSales Orientation: Drive to achieve revenue goals and support team success\r\nCommunication: Clear, compelling communication across all organizational levels\r\nCollaboration: Effective partnership with sales, marketing, and technical teams\r\nAdaptability: Flexibility to work in a fast-paced, evolving technology environment\r\nTravel Requirements\r\nUp to 60% travel for customer meetings, trade shows, and company events\r\nOccasional international travel may be required\r\nSecurity Specialist KPIs\r\nPrimary Revenue Metrics\r\nPipeline & Revenue Generation\r\nInfluenced Pipeline Value - Total $ value of opportunities where security specialist provided technical support\r\nInfluenced Revenue Closed - Total $ value of closed-won deals with security specialist involvement\r\nPipeline to Revenue Conversion Rate - % of influenced pipeline that converts to closed revenue\r\nRevenue per Supported Opportunity - Average deal size for opportunities with security specialist engagement\r\nYear-over-Year Revenue Growth - Growth in influenced revenue compared to previous period\r\nOpportunity Metrics\r\nNumber of Opportunities Supported - Total opportunities receiving technical security overlay\r\nNew Opportunities Generated - Net new opportunities created through security specialist activities\r\nTechnical Win Rate - % of opportunities won where security specialist provided technical support\r\nCompetitive Win Rate - % of competitive deals won with security specialist involvement\r\nSales Process Efficiency\r\nVelocity & Acceleration\r\nSales Cycle Reduction - Average reduction in sales cycle time for supported opportunities\r\nTime to Technical Qualification - Average days from initial engagement to technical qualification\r\nProof of Concept (PoC) Success Rate - % of PoCs that result in purchase decisions\r\nAverage Time to PoC Completion - Days from PoC initiation to completion\r\nActivity Metrics\r\nCustomer Technical Meetings per Month - Number of customer-facing technical sessions; number of partner facing activities\r\nDemonstrations Delivered - Number of security-focused product demonstrations\r\nRFP Responses Completed - Number of technical RFP sections completed per quarter, including security assessments\r\nTechnical Proposals Delivered - Number of custom security architecture proposals\r\nThought Leadership\r\nContent Contributions - Number of technical blogs, whitepapers, or case studies authored\r\nSpeaking Engagements - Number of conference presentations or webinar participations\r\nCustomer Workshop Facilitation - Number of technical workshops conducted\r\nMarket & Product Impact\r\nMarket Intelligence\r\nCustomer Requirements Documented - Number of detailed technical requirements gathered\r\nProduct Enhancement Requests - Number of customer-driven feature requests submitted\r\nCompetitive Analysis Updates - Frequency of competitive positioning updates provided\r\nProduct Advocacy\r\nBeta Program Participation - Number of customers enrolled in product beta programs, and early adoption programs\r\nProduct Feedback Quality Score - Rating of feedback provided to product management\r\nThis West Coast based annual base salary range for this full-time position is $182,647 - $214,879 + commissions + benefits + 401(k) match + equity. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located internationally. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process.\r\nBenefits\r\nUS\r\nWe cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy.\r\nOutside the US\r\nWe offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipend\r\nYour total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.\r\nAbout Aviatrix\r\nAviatrix\r\nis the cloud network security company trusted by more than 500 of the world's leading enterprises. As cloud infrastructures become more complex and costly, the Aviatrix Cloud Network Security platform gives companies back the power, control, security, and simplicity they need to modernize their cloud strategies. Aviatrix is the only secure networking solution built specifically for the cloud, that ensures companies are ready for AI and what's next. Combined with the Aviatrix Certified Engineer (ACE) Program, the industry's leading secure multicloud networking certification, Aviatrix unifies cloud, networking, and security teams and unlocks greater potential across any cloud.\r\nWE WANT TO INCLUDE YOU\r\nWe embrace the fact that not everyone's journey took the same route or started at the same place. If your experience doesn't quite meet the requirements but the opportunity excites you and you believe you could be great, don't let that hold you back from applying. Tell us what you CAN bring and what makes you special.\r\nAviatrix is a community where everyone's career can grow and we want to help you achieve your goals and be \"your best YOU,\" however that looks. If you're seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let's talk. We want to get to know you and how we could grow together.\r\nAviatrix, Inc. is an equal opportunity employer and does not make hiring decisions based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.\r\nCPRA - California Applicant Privacy Notice\r\nJ-18808-Ljbffr","datePosted":"2026-08-12T00:45:44.252Z","dateModified":"2026-08-12T00:45:44.252Z","hiringOrganization":{"@type":"Organization","name":"Socket","sameAs":"https://jobsearcher.com"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"California","addressRegion":"MD","addressCountry":"US"}},"identifier":{"@type":"PropertyValue","name":"JobSearcher","value":"21e3e221cf93ccddb202affe"},"url":"https://jobsearcher.com/jobs/21e3e221cf93ccddb202affe"}}