Outbound Solutions Architect

Abnormal Security Corporation

Job Overview

Location

Remote - USA

Job Type

Full-time

Full Job Description

📋 Description

• Drive strategy and prioritization of enterprise accounts currently using legacy Secure Email Gateways (SEGs) to identify and qualify displacement opportunities.
• Generate interest in migrating from third-party SEGs (e.g., Barracuda, Mimecast, Proofpoint) to Abnormal AI’s platform-native email security solution integrated with Microsoft 365 or Google Workspace.
• Lead architecture-level technical discussions with enterprise customers to address objections and demonstrate the technical superiority of Abnormal AI’s platform over legacy SEGs.
• Translate critical legacy SEG capabilities—including DLP, URL isolation, DMARC services, SMTP relay, sandboxing, and payload analysis—into equivalent workflows using Abnormal AI’s platform or approved partner solutions.
• Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation achieved through SEG displacement.
• Support advanced testing and proof of concept requirements via passthrough testing and other technical validation workflows to overcome customer resistance to migration.
• Collaborate closely with Customer Success Managers and Professional Services Consultants to ensure seamless transition from sales to post-sale implementation.
• Act as a trusted technical advisor to large enterprise customers, earning credibility through deep domain expertise and outcome-focused guidance.
• Own end-to-end SEG displacement initiatives from discovery through technical validation, ensuring a high-quality, qualified pipeline of migration opportunities.
• Work independently in a fast-paced enterprise environment with minimal supervision, managing multiple complex customer engagements simultaneously.
• Contribute to product strategy by providing direct customer feedback and technical insights to Product Management and Engineering teams.
• Communicate complex technical concepts clearly and persuasively through verbal presentations, written documentation, and customer-facing demonstrations.
• Operate in an outcome-based performance model with a quota tied to successful SEG displacements and customer migration outcomes, not activity metrics.
• Demonstrate strong discovery skills to uncover hidden risks, redundancy, and renewal pressure beyond stated customer requirements.
• Maintain up-to-date knowledge of regulatory and compliance frameworks relevant to email security, including GDPR and HIPAA, and articulate their implications for migration decisions.
• Maintain expertise in email protocols and security standards including SMTP, TLS, DMARC, encryption, spam scanning, and sandboxing technologies.
• Proactively identify and pursue new SEG displacement opportunities without relying solely on inbound leads, exhibiting a hunter mindset.

🎯 Requirements

• 5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security
• Deep understanding of email systems: Microsoft 365, Google Workspace, and Exchange on-premises
• Strong knowledge of Secure Email Gateways (Barracuda, Mimecast, Proofpoint) and Integrated Cloud Email Security (ICES) solutions and their deployment methods
• Expertise in email and email security protocols such as SMTP, TLS, DMARC, Encryption, Spam Scanning, Sandboxing, and Payload Analysis
• Demonstrated experience owning SEG replacement projects or equivalent migrations to Integrated Cloud Email Security (ICES) solutions
• Hunter mindset and strong sense of ownership; comfortable carrying a quota tied to a specific customer outcome rather than activity metrics

🏖️ Benefits

• Opportunity to work as a trusted technical advisor to large enterprise customers
• Collaborative environment with Customer Success, Professional Services, Product, and Engineering teams
• Outcome-based performance model with clear alignment between effort and impact
• Remote work environment with flexibility to operate across U.S. time zones

Skills & Technologies

SSL

Senior

Remote

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Abnormal Security Corporation

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About Abnormal Security Corporation

Abnormal Security Corporation provides cloud-native email security using behavioral AI to block business email compromise, phishing, malware, and socially-engineered attacks. The platform integrates via API with Microsoft 365 and Google Workspace, analyzing identity, content, and context to detect anomalies without altering mail flow. Founded in 2018 and headquartered in San Francisco, the company serves mid-market to Fortune 500 organizations, reducing risk, automating incident response, and providing visibility into human-targeted threats.

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