Solution Architect Apj

Cyber Security is a big deal. It’s in the news, growing rapidly, a critical tool for every company, and our specialty. Our customers include leading enterprises, government organizations, small businesses, and service providers.

**Why Imperva?**
- We have experienced the following growth and achievements:

- Selling to over 5900 customers worldwide
- 500 partners in 100+ countries worldwide
- Imperva has been in the Leader’s Quadrant of the Gartner Magic Quadrant for 8 consecutive years in Web Application and API Protection
- Imperva is also a leader in the Forrester Wave for DDoS Mitigation Solutions in 2021 with the highest score in the “current offering” category
- Imperva is named an overall leader in the 2021 KuppingerCole Leadership Compass for Database and Big Data Security

**Solution Architect APJ - Singapore**

You must excel at solution-based sales techniques and partner with the sales and the sales engineering teams to plan and execute team-based selling strategies.

This is a complementary role to our field and sales engineering teams, and you must be comfortable in a complex Channel-first selling environment.

**Responsibilities**:

- Work in tandem with solution managers, field sales teams and sales engineers to educate customers and demonstrate Imperva’s capabilities
- Supports POV activity focused on advanced use cases
- Drive opportunities at both strategic and tactical levels
- Build trust quickly with key technical decision makers via strong business acumen and technical expertise
- Understands customers’ needs and outcomes to deliver comprehensive Imperva solutions
- Translating clients’ business needs into meaningful problem statements to ensure that services and engagements are appropriately structured
- Keeps informed on Imperva’s products, services, and other general information of interest to customers, through successful completion of Imperva training, self-study, and certification
- Increase technology adoption rate by engaging wider client teams to raise awareness of Imperva’s technology in customer environments and providing insights on how clients can leverage our technology in order to be successful
- Manage, consult and influence key decision makers and senior stakeholders to reduce barriers to the adoption of Imperva’s technology
- Stays informed of customer business opportunities, current conditions, future prospects, active measurements, and competitive issues
- Support solution managers and account sales team by contributing to the development / refinement of solution presentations and proposals.
- Regularly brief Imperva management on status, prospects, and current needs of top customers
- Participates in varied go to market activities
- Display strong time management skills

Qualifications:

- 7+ years of experience in one or more of the following areas as a sales engineer: Network Security, Application Security, API Security & Data Security
- Must be comfortable working from a Linux command shell to perform everyday administrative tasks and installations
- Must have a foundational knowledge of TCP/IP, HTTP, Load balancers, proxies, and firewalls
- Compliance standards knowledge (PCI, SOX, HIPAA) - an advantage
- Knowledge in databases (Oracle, MS SQL, Sybase, DB2) - a significant advantage
- Experience with scripting and/or using RegEx - an advantage
- Exposure to Force Management sales methodologies and MEDDICC - a significant advantage.
- Knowledge of advanced internet route selection protocols - an advantage
- Self-reliant time management, multi-tasking, and prioritization skills. Driven to personal success without explicit top-down instructions.
- Excellent written, oral communication and strong interpersonal, organizational, and presentation skills
- Able to effectively present technical material to small and large groups
- Requires 50% travel availability and flexibility (pending CDC green-light for resuming travel)
- Lead the solution Subject Matter Expert (SME) virtual team with regular team meetings and hosting Zoom conference calls with presenter video enabled
- Solution Architect certification from AWS, Azure, GCP a significant advantage
- Experience working with cloud solution such as Amazon Web Services (AWS), Microsoft Azure, and/or Google Cloud Platform (GCP) - an advantage