Solution Architect - Security Presales

SHI; Bengaluru; On-site; INR 1,400,000 - 2,200,000; Full time

Job summary

SHI in Bengaluru is seeking a Solutions Architect - Cyber Security (Level 2) to bridge sales and client teams. You will design end-to-end security architectures spanning network, IAM, cloud, and endpoint defenses, lead POCs, and craft compelling proposals to close deals.

You will coordinate with OEMs like Palo Alto, Fortinet, and CrowdStrike, work on US security requirements, and translate complex technical value into business outcomes for C-suite stakeholders.

Qualifications

• 5–10 years in IT solution consulting, pre-sales, or cybersecurity engineering.
• Deep understanding of offensive/defensive security tools EDR, XDR, IAM, NGFW, WAF, and cloud architectures.
• Strong written proposal-writing capabilities and executive-level presentation skills.

Responsibilities

• Analyze client security requirements and design end-to-end solutions spanning Network Security, IAM, SIEM/SOC, Endpoint Security, and Cloud Security.
• Lead RFx responses by creating BOQ, SOW, and ROI-based business cases.
• Conduct product presentations, workshops, and POCs for C-level and technical stakeholders.
• Coordinate with OEMs (Palo Alto, Fortinet, CrowdStrike) for pricing and GTM alignment.
• Address US requirements on cyber security solutions and services.

Skills

Proposal writing

Executive presentation

Pre-sales

Tools

NGFW

EDR/XDR

SIEM/SOAR

Zero Trust

Job description

Job Description:

Position : Solutions Architect - Cyber Security

Level : L2

Location : Bangalore

A Cyber Security Pre-Sales Consultant acts as the technical bridge between sales teams and clients. They design customized security solutions, build proposals, and lead product demonstrations or Proof of Concepts POCs to drive deal closures and position security products effectively.

Core Responsibilities :

• Solution Architecture Analyze client security requirements and design tailored end-to-end solutions spanning Network Security, IAM, SIEMSOC, Endpoint Security, and Cloud Security. 1, 5, 6, 7
• Bid Management Lead responses to RFIs and RFPs by creating detailed Bill of Quantities BOQ, Statements of Work SOW, and business cases featuring ROITCO analysis. 3, 4
• Technical Validation Conduct engaging product presentations, workshops, and POCs to effectively articulate technical value to C-level executives and technical stakeholders. 3, 8
• OEM Coordination Collaborate closely with technology vendors e.g., Palo Alto, Fortinet, CrowdStrike to secure optimal pricing and align with Go-To-Market strategies.
• Work on US requirements on cyber security solutions and services.

Key Requirements :

• Experience Typically 5 to 10 years in IT solution consulting, pre-sales, or hands-on cybersecurity engineering.
• Technical Acumen Deep understanding of offensive defensive security tools EDR, WAF, XDR, VAPT Vulnerability Assessment and Penetration Testing, and cloud architectures.
• Soft Skills Exceptional written proposal-writing capabilities, objection handling, and executive-level presentation skills.

Technical Competencies :

• Security Architecture Design Ability to design secure networks, identity systems IAM, and multi-cloud environments AWS, Azure, GCP.
• Threat Vulnerability Knowledge Deep understanding of the modern threat landscape, including malware, ransomware, and the MITRE ATTCK framework.
• Product Expertise Hands-on familiarity with core security tools like Next-Gen Firewalls NGFW, EDRXDR, SIEM, SOAR, and Zero Trust architectures.
• Compliance Frameworks Knowledge of global security and privacy standards such as NIST, ISO 27001, SOC 2, and GDPR.

Commercial Sales Competencies:

• Bid RFP Management Skill in writing technical proposals, creating Bill of Quantities BOQ, and scoping Statements of Work SOW.
• Value-Based Selling Ability to translate complex technical features into clear business outcomes, financial ROI, and risk reduction.
• POC Execution Competence in setting up, managing, and successfully closing technical Proof of Concepts POCs in client environments.
• Vendor Ecosystem Navigation Experience collaborating with major security vendors OEMs for deal registrations, tier discounts, and joint sales.

Behavioral Communication Competencies

• C-Suite Articulation Ability to confidently present security concepts to both technical engineers and non-technical business executives CISO, CIO, CEO.
• Active Listening Skill in asking the right questions to uncover a clients hidden pain points and true security gaps.
• Objection Handling The capacity to calmly and effectively resolve technical doubts, budget challenges, and competitive pressures during a sale.
• Cross-Functional Collaboration Ability to act as a seamless bridge between the account sales managers, delivery engineers, and product management teams.