Solutions Engineer

📋 Description

• • Material Security is seeking a dynamic and customer-focused Solutions Engineer to join our growing team, playing a pivotal role in supporting our Small and Medium-sized Business (SMB) and Managed Service Provider (MSP) prospects. This is a unique opportunity to be at the forefront of our go-to-market strategy, acting as a crucial bridge between our innovative security solutions and the businesses that need them. As a customer-facing security expert, you will be instrumental in guiding potential clients through the technical intricacies of our offerings, ensuring they understand the profound value and seamless integration Material Security provides within their existing environments. Your expertise will directly influence buyer confidence and accelerate the adoption of our cutting-edge security platform, making this role central to our mission of protecting modern businesses from evolving threats.
• • In this externally focused capacity, your day-to-day responsibilities will revolve around leading in-depth technical discovery calls. These calls are designed to meticulously uncover a prospect's genuine pain points, thoroughly understand their current technology stack and security posture, define their critical buying criteria, and identify any potential blockers to adoption. Following discovery, you will expertly run tailored product demonstrations, artfully connecting the unique features of Material Security's platform to the specific risks, workflows, and tangible business impacts relevant to each prospect. A significant part of your role will involve owning or actively supporting customer evaluations and proof-of-value initiatives, ensuring that success criteria are clearly defined, met, and communicated effectively. You will be adept at handling objections with clarity, confidence, and sound judgment, transforming potential concerns into opportunities to further highlight the strengths of our solution. Throughout the entire sales cycle, you will foster strong collaborative partnerships with Account Executives, Product Management, Engineering, Design, Marketing, and Customer Success teams, ensuring a unified and exceptional customer experience. Furthermore, you will act as a vital conduit for market intelligence, translating valuable feedback from the field into actionable insights for our product, positioning, and enablement strategies.
• • Internally, you will contribute to the continuous improvement of our go-to-market operations. This involves proactively spotting and addressing inefficiencies within our GTM processes that may lead to wasted time, obscure critical market signals, or necessitate excessive manual effort. You will leverage your technical acumen to build lightweight automations, intuitive workflows, practical scripts, or internal tools designed to enhance team velocity and effectiveness. Your efforts will extend to optimizing our core systems, including CRM, outbound tooling, demo and POC setup environments, Google Workspace, and other adjacent GTM workflows, making them more robust and user-friendly. A key aspect of your internal contribution will be transforming repetitive Solutions Engineer tasks into scalable, reusable assets such as templates, playbooks, and comprehensive operating guides. Crucially, you will meticulously document all your creations, ensuring that your work is accessible, understandable, and easily improvable by other team members. You will exercise astute judgment in prioritizing your internal initiatives, discerning when a quick fix is appropriate, when a solution should be elevated to a team standard, and when a process is best left manual, thereby maximizing your impact and efficiency.
• • This role offers a unique opportunity for professional growth and development. You will gain deep, hands-on experience with cutting-edge cybersecurity products and gain invaluable insights into real-world security environments, with a particular focus on Google Workspace and Microsoft 365 ecosystems. You will hone your skills in technical discovery, persuasive product demonstrations, and the strategic execution of evaluations and proof-of-value exercises. The role demands and cultivates exceptional communication abilities, enabling you to articulate complex technical concepts clearly to both highly technical administrators and non-technical business stakeholders. You will become proficient in leveraging APIs, scripting, advanced spreadsheet techniques, no-code tools, and AI-assisted workflows to streamline and automate manual processes, significantly boosting efficiency. Furthermore, you will have the satisfaction of building tangible solutions that directly benefit your teammates, customers, and internal operators, leaving a lasting positive impact. Your ability to develop a keen sense of scope and judgment will be refined, learning to balance speed with thoroughness. The role fosters a culture of continuous learning, encouraging curiosity, humility, and a proactive approach to problem-solving, epitomized by the willingness to say, "I don't know yet, but I'll figure it out." Ultimately, you will cultivate a genuine and profound interest in the critical domains of email security, cloud security, and the evolving landscape of how modern teams procure and manage these essential tools.