Principal Solution Architect - SailPoint
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Summary
Presales Principal Solution Architect at MajorKey Technologies designing identity security solutions built on SailPoint (plus Microsoft Entra and CyberArk). Day to day: run technical discovery workshops with customers, produce architectures, demos, and statements of work to support sales — a purely presales role with no delivery responsibilities.
Overview:
As a member of our Presales team, the Solution Architect will partner closely with Sales to understand customer challenges and design thoughtful, effective identity security solutions. This role requires deep technical expertise in SailPoint, complemented by knowledge of Microsoft Entra, CyberArk, and the broader identity security ecosystem. We are looking for a consultative professional who brings a strong technical point of view but recognizes that great solutions begin with listening, asking the right questions, and understanding customer needs. Success requires curiosity, collaboration, and a commitment to continuous learning and knowledge sharing with peers. We value individuals who build strong professional networks, take ownership, follow through on commitments, and know how to find answers when they don't have them. This is an exclusively presales role focused on customer engagement, technical discovery, and solution development, with no delivery responsibilities.
Primary Duties and Responsibilities:
- Conduct technical discovery workshops to assess customer identity security environments, requirements, and improvement opportunities.
- Develop high-level solution architectures, technical designs, and implementation approaches aligned with customer needs.
- Create and deliver technical presentations, demonstrations, and proof-of-concept strategies supporting sales opportunities.
- Develop accurate statements of work, technical scopes, effort estimates, assumptions, and deliverables with Sales and delivery stakeholders.
- Produce high-quality solution artifacts, including architecture diagrams, technical proposals, discovery documentation, and presentations.
- Demonstrate exceptional attention to detail, ensuring customer deliverables are accurate, complete, consistent, and professional.
- Follow established presales processes and quality standards while improving efficiency, consistency, and repeatability.
- Manage multiple presales opportunities with strong organizational discipline, maintaining documentation, tracking commitments, and meeting deadlines.
- Evaluate customer identity architectures, recommend modernization strategies, and identify opportunities to expand identity security engagements.
- Collaborate with technology partners to validate solutions, resolve technical challenges, and understand product roadmaps.
- Participate in opportunity qualification, account planning, and technical sales strategy while contributing to reusable solution assets, templates, and best practices.
- Participate in peer reviews and quality assurance, and facilitate structured technical handoffs to delivery teams without assuming delivery responsibilities.
Essential Functions:
- Travel based on need.
- Attend vendor/partner solution and industry conferences.
- Cultivate relationships with all our software vendors.
Skills and Qualifications:
- Identity Security Expertise: Deep technical expertise in SailPoint and Identity Governance and Administration (IGA), with strong working knowledge of Microsoft Entra, CyberArk, and enterprise identity security architectures.
- Identity Security Domain Knowledge: Demonstrated ability to lead technical and strategic customer conversations covering Non-Human Identities (NHI), AI Governance, Joiner-Mover-Leaver (JML) lifecycle management, ETL and identity data integration, Identity Governance, Authentication, Authorization, and Segregation of Duties (SoD).
- Technical Architecture and Consulting: Experience designing complex enterprise identity solutions, evaluating technical requirements, and translating business challenges into scalable, secure architectures and actionable recommendations.
- Presales Communication and Engagement: Strong customer-facing communication, technical discovery, presentation, and facilitation skills, with the ability to engage both technical stakeholders and executive leadership.
- Execution Excellence and Collaboration: Exceptional attention to detail, strong organizational and process management skills, and a demonstrated ability to produce high-quality technical artifacts while collaborating effectively across multidisciplinary teams.
- Professional Certifications: SailPoint Identity Security Cloud or IdentityIQ certifications strongly preferred. Additional certifications in Microsoft Identity and Access Administrator (SC-300), CyberArk, CISSP, CCSP, or other relevant identity security and cloud security disciplines are highly desirable.
Education and Work Experience:
- Education: Bachelor’s degree in computer science, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.
- Presales Experience: Minimum of 5 years of experience in technical presales, solution architecture, or sales engineering, preferably within enterprise identity security or cybersecurity consulting.
- Complex Solution Architecture: Demonstrated experience architecting and solutioning large-scale, complex enterprise identity security initiatives spanning multiple domains, including Identity Governance and Administration (IGA), Privileged Access Management (PAM), Customer Identity and Access Management (CIAM), and related technologies.
- Opportunity Management: Proven ability to independently manage multiple concurrent sales opportunities, effectively prioritizing competing demands, anticipating challenges, and consistently delivering high-quality work within established deadlines.
- Preparation and Proactive Execution: Demonstrated ability to thoroughly prepare for customer engagements, conduct research, capture detailed and actionable meeting notes, maintain accurate documentation, and proactively drive follow-up activities and next steps with minimal oversight.
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