Solution Engineer

📋 Description

• • Apiiro is seeking a highly motivated and experienced Solution Engineer to join our dynamic team in London, offering a remote work arrangement. As a fast-growing startup at the forefront of application security, Apiiro is revolutionizing how development teams build secure software, enabling them to accelerate their pace while effectively managing risks. Our cutting-edge platform is designed to empower organizations in the AI era, and we are looking for individuals passionate about shaping the future of secure software development.
• • In this pivotal role, you will be instrumental in translating complex technological capabilities into tangible, positive business outcomes for our clients. You will serve as a critical bridge between our clients' strategic business objectives and Apiiro's powerful platform features. Your primary focus will be guiding Chief Information Security Officers (CISOs), Application Security (AppSec) teams, and developers to clearly understand and realize the immense value Apiiro delivers. You are more than just a demo expert; you are a trusted advisor who will influence customer strategy, accelerate the adoption of our platform, and ensure that every deployment yields measurable, impactful results.
• • Your responsibilities will encompass leading in-depth technical discovery sessions with prospective clients. This involves meticulously understanding their existing architecture, identifying their unique challenges, and defining clear success criteria for their security initiatives. You will be responsible for designing robust solution architectures that seamlessly integrate with their existing technology stack, including Source Code Management (SCM), Continuous Integration/Continuous Deployment (CI/CD) pipelines, ticketing systems, container registries, and identity management solutions.
• • A key aspect of your role will be delivering compelling product demonstrations and spearheading Proof-of-Value (POV) engagements. These interactions will be crucial in showcasing how Apiiro's features translate into tangible benefits, such as significantly reduced security risks and enhanced developer velocity. You will also develop sophisticated Return on Investment (ROI) and risk models, providing clear, quantifiable data that demonstrates Apiiro's business value and justifies its adoption.
• • You will work in close partnership with the Sales team, acting as their technical counterpart to drive technical wins and significantly accelerate the sales cycle. This collaboration ensures that clients have a clear understanding of the technical merits and implementation feasibility of Apiiro's solution. Furthermore, you will collaborate closely with the Customer Success team to ensure seamless handoffs post-sale, facilitating early and sustained customer success and maximizing the value derived from the platform.
• • Your role will also involve supporting security and compliance reviews, assisting clients in understanding Apiiro's data handling practices, encryption protocols, and alignment with various industry security frameworks. You will provide critical competitive insights and contribute to deal strategy by articulating Apiiro's unique differentiation within the Application Security Posture Management (ASPM) market. To foster continuous improvement, you will meticulously document and share your learnings, contributing to the creation of reusable templates, demo assets, and vital feedback loops with our Product and Engineering teams.
• • Apiiro operates under a set of core values: 'OneTeam, One Mission,' emphasizing collaboration and inclusivity; 'Striving for Greatness,' driving continuous improvement and resilience; 'Own it,' promoting accountability and empowerment; and 'Customer-centric,' placing clients at the heart of all endeavors. These values guide our commitment to delivering exceptional value to our customers and fostering a supportive environment for our team members.
• • If you are ready to join a dedicated team transforming the future of application security and are excited by the prospect of working in a fast-paced, innovative startup environment, we encourage you to apply. Become a part of Apiiro and help us build the next generation of secure software in the AI era.