At Cerby we believe security is everyone’s business.  Collaborating across your apps doesn’t need to be chaos.  We are a mission-critical cybersecurity company that empowers your teams to operate securely and control their apps completely.  We’ve built our product on the idea that teams deserve autonomy over their work apps.  It turns out that why they are guaranteed a choice, security comes naturally.

More than 50% of all technology is spent outside of centralized IT organizations.  Individual business units are taking their technology destiny into their own hands, and we enable that.  End user onboarded applications are behind more than one third of all cybersecurity hacks.  We provide the solution to manage that through enabling users to select their own technology and we automatically protect those applications.

About the role

The Senior Solutions Consultant is a pivotal pre-sales engineering role at Cerby, focused on engaging prospects and customers, from growing businesses to strategic enterprise accounts. This role demands a dynamic individual who excels in technical articulation, value-based selling, product demonstrations, solution scoping, technical validation, and navigating complex customer environments. Leveraging deep expertise in Identity and Access Management (IAM), Identity Governance & Administration (IGA), and familiarity with PAM, SIEM, and EPM, the Solutions Consultant ensures the alignment of Cerby’s offerings with customer needs and business outcomes. This role collaborates closely with Cerby leadership, sales, customer success, customer solutions, engineering and product management to drive Cerby’s growth in the enterprise market.

What you'll do

A Senior Solutions Consultant serves as a Sales Subject Matter Expert (SME), bridging the gap between engineering, product management, and our most challenging prospect, customer, and partner needs. The ideal candidate handles ambiguity effectively and identifies best-practice solutions proactively.

1. Technical Pre-sales Partnership (70%)

• Lead technical discussions, tailored product demonstrations, and value-based presentations aligned to customer needs and environments.
• Conduct deep technical discovery, clearly articulating Cerby’s value proposition within complex IT environments.
• Scope, plan, and execute Proof-of-Concepts (POCs), validating technical alignment with customer objectives.
• Document technical solutions clearly, aligning with existing customer technology stacks.
• Maintain organized customer engagement notes to ensure alignment across Cerby’s teams.
• Partner with Customer Success and internal stakeholders to define and scope Mutual Delivery Plans (MDPs), specifying technical and business success criteria clearly.

2. Strategic Sales Enablement (15%)

• Actively mentor field sales Account Executives on product positioning, solution articulation, and technical selling strategies.
• Develop trusted advisor relationships within customer accounts to deepen technical engagement and strategic alignment.
• Collaborate with third-party ISVs, VARs, and SI partners, providing technical guidance to build integrated, synergistic (“1+1=3”) solutions.
• Support internal enablement, contributing to the scalability and effectiveness of Cerby’s technical sales processes.
• Develop and deliver SME-level training and thought leadership internally and externally to customers, partners, and teams.

3. Team & Product Development (15%):

• Collaborate with Solutions and Sales teams to refine processes, methodologies, and tools, enhancing overall efficiency and effectiveness.
• Act as the primary liaison between field teams and Product & Engineering, synthesizing market-driven insights and customer feedback for roadmap prioritization.
• Partner with Product Management and Engineering to translate field-validated use-cases into actionable product improvements that drive go-to-market success.
• Take ownership of building, mentoring, and managing a regional team of Solutions Consultants as the region grows, including responsibilities for hiring, performance management, and professional development.
• Drive regional team growth and capability-building, ensuring alignment with strategic goals and regional performance metrics.
  
  

Qualifications

• 7+ years of experience in pre-sales solutions engineering, consulting, or similar roles in SaaS or cybersecurity.
• Strong expertise in Identity and Access Management (IAM), Identity Governance & Administration (IGA), with comprehensive knowledge of Information Security (Infosec) principles.
• Additional experience with Privileged Access Management (PAM), Security Information & Event Management (SIEM), or Endpoint Privilege Management (EPM) is desirable.
• Proven ability to clearly articulate complex solutions to technical and business stakeholders.
• Demonstrated experience with value-based selling methodologies (MEDDPICC familiarity strongly preferred).
• Proficient at scoping, planning, and executing technical validations, proof-of-concepts, and integration demonstrations.
• Excellent interpersonal and communication skills, capable of developing trusted relationships with internal and external stakeholders.
• Self-motivated with a growth mindset, driven by continuous learning, improvement, and comfortable in roles requiring initiative and creativity.

Why Join Us?

• Opportunity to significantly impact Cerby’s growth trajectory in a critical market.
  
  
• Engage with senior leadership, cross-functional teams, and innovative customers to deliver highly impactful solutions.
• Join a team focused on collaboration, excellence, and continuous professional development.