Solutions Engineer
Job description
About the role
Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.
Key facts
Location: USA
Engagement: Full-time
Years: 5+
Degree field: What you'll do
You will analyze customer environments to produce clear plans that guide confident decisions for stakeholders. You will translate complex platform capabilities into narratives that resonate with specific buyer contexts during discovery. You will run demos that highlight intelligent access management in action, tailoring the flow to the audience in the room. You will handle objections by linking policy control with operational agility in security and identity governance scenarios. You will craft compelling presentations that connect product features to measurable outcomes for modern enterprises. You will collaborate with internal partners to refine messaging based on real world feedback from target accounts. You will own the technical narrative in enterprise sales cycles, positioning solutions within security and identity governance contexts. You will qualify opportunities by confirming buyer intent, timeline, and decision process through structured conversations.
Requirements
Solutions engineering, sales engineering, or technical customer-facing experience of 5+ years, preferably in cybersecurity, identity, or infrastructure, is required for this position. Candidates must demonstrate comfort with complex technical and business discussions during discovery and design conversations. A bachelor's degree is required, and the exact field must be confirmed You must be able to operate in enterprise environments where clarity, control, and confidence guide complex systems. You must be comfortable aligning cross functional teams to turn feedback into refined understanding and successful outcomes. You must have the resilience to manage quota pressure while maintaining preparation and energy in every customer interaction. You must be willing to practice and refine your sales pitch out loud until it feels natural and persuasive. You must commit to learning the specifics of intelligent access management as it applies to policy control and operational agility.
Practical notes
The role operates within security and identity governance contexts in modern enterprise environments.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Intelligent access management combines policy control with operational agility in enterprise settings. Security and identity governance operate within modern environments where clarity, control, and confidence guide complex systems. Teams rely on structured approaches and cross-functional collaboration to turn feedback into refined understanding and successful outcomes.
Questions to ask
Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.
About the company
Security: At Opal, we're building modern identity governance for the AI era - intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.