Technical Solutions Consultant

About the role

This position defines the technical bridge between Pigment's platform capabilities and the rigorous requirements of enterprise IT organizations, requiring a candidate who can act as the primary technical advocate during complex sales cycles. You own the responsibility of ensuring that prospect infrastructure, security, and operational concerns are addressed with precision and clarity, turning stringent evaluation criteria into compelling platform narratives. Success in this role demands a blend of deep technical knowledge, structured communication, and the ability to navigate cautious evaluators with confidence. You will guide partners through the entire security and compliance validation process, directly impacting the speed and success of sales cycles while accelerating the path toward adoption. The role requires ownership of the technical dialogue with Information Security and Technical Architecture teams to transform initial skepticism into trust. You are tasked with designing and delivering live architecture narratives that demonstrate how Pigment addresses specific industry and regulatory requirements in real time. A core part of this position involves leading all technical discussions and ensuring that every conversation is grounded in the prospect's unique environment and constraints. Ultimately, you remove barriers to approval by addressing technical concerns early and thoroughly, enabling Finance and HR teams to focus on strategic plan building.

Key facts

What you'll do

• Map client infrastructure constraints in granular detail before discussing specific platform features, ensuring every conversation is grounded in the prospect's unique environment and technical boundaries.
• Craft narrative flows that transform complex security requirements into clear platform capabilities and demonstrable outcomes, making intricate concepts accessible to non-technical stakeholders.
• Conduct live configuration sessions that reveal workflow fit in real time, allowing stakeholders to interact directly with the UI during hands-on trials and validate functionality on the spot.
• Translate audit checklists, business continuity standards, and data protection mechanisms into concrete deployment, backup, and continuity strategies that align precisely with enterprise expectations.
• Refine response documents such as RFI, RFP, and InfoSec materials so that procurement and technical teams clearly see alignment with their strictest evaluation criteria and requirements.
• Lead on-site workshops that align security, operations, and executive stakeholders with practical realities, fostering collaboration and ensuring shared understanding across all levels of the organization.
• Guide partners through certification hurdles, including penetration tests and security certifications, to shorten sales cycles meaningfully and increase the likelihood of successful adoption.
• Own the technical dialogue with cautious evaluators, transforming initial skepticism into confidence by demonstrating deep expertise in cloud controls and regulatory compliance.
• Ensure that security and compliance are viewed as enablers rather than obstacles, fostering trust with technical stakeholders through transparent and evidence-based communication.
• Navigate complex security evaluation processes with fluency, addressing how Pigment's platform satisfies rigorous audit, continuity, and business continuity standards without compromise.
• Drive strategic impact by influencing which opportunities move forward and which stall in the evaluation phase through early and thorough technical engagement.
• Support the creation of compelling platform narratives that turn stringent evaluation criteria into stories of operational resilience and business value.
• Collaborate with internal teams to refine sales materials, ensuring that documentation reflects the latest platform capabilities and addresses evolving customer concerns.
• Act as the primary technical resource for partners, providing guidance and support throughout the entire sales cycle from initial discovery to final closure.

Requirements

• Hold a minimum of three years of experience advising on technical buying journeys within the SaaS or enterprise software space, with a proven track record of success.
• Demonstrate a fluent understanding of identity systems, access models, and data protection mechanisms, including how these intersect with enterprise security frameworks.
• Be comfortable articulating how cloud controls satisfy rigorous audit, continuity, and business continuity standards across diverse regulatory environments.
• Possess direct experience with security evaluation processes, including penetration testing and the navigation of formal security certifications, without reliance on external support.
• Show the ability to translate stringent evaluation criteria into clear, actionable narratives that resonate with technical and executive audiences alike.
• Have a history of working closely with cautious evaluators, addressing infrastructure, security, and operational concerns with precision and clarity.
• Exhibit strong written and verbal communication skills, enabling the translation of complex platform capabilities into structured, easy-to-follow explanations.
• Be prepared to engage in on-site activities, including workshops and certification support, which may require travel within the United States and adherence to specific regional requirements.

Nice to have

• Preferred experience with specific security frameworks or compliance standards that align with enterprise evaluation processes.
• Background in conducting or supporting penetration tests and certification efforts within regulated industries.

Practical notes

This role is based in the United States and is offered as a full-time engagement. Compensation includes a base salary of $180,000, a target bonus of $60,000, and equity valued at 100,000 units. Specifics regarding location, schedule, and requirements may vary based on role and region, with the expectation of some in-person engagement where required.