AI Governance Solutions Architect

Armor Defense; Plano (TX); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Armor Defense is seeking a Solution Consultant to bridge strategic vision with customer success in the growing Sovereign AI platform space. You will lead presales engagements, craft compelling proposals, and demonstrate thought leadership through content and events while collaborating with product, sales, and customer teams to accelerate AI governance adoption.

The role requires cross-functional leadership, a deep security background, strong communication, and the ability to work in a hybrid

Qualifications

• 5+ years of experience in a Sales Engineering, Solution Architecture, or Solution Consulting role within the B2B enterprise software or software space.
• Proven track record of success selling complex security or data infrastructure platforms to C-level executives and technical stakeholders.
• Deep understanding of AI/ML fundamentals, LLM orchestration, and the challenges of deploying AI in regulated environments.
• Strong grasp of cybersecurity principles, including data encryption, residency, identity management, and zero-trust architecture.
• Experience highly regulated industry accounts (Finance, Healthcare, Energy) is strongly preferred.
• Ability to thrive in a fast-paced startup environment, moving comfortably between high-level strategy and deep-dive technical execution.
• Exceptional communication and presentation skills, with the ability to simplify complex technical concepts for non-technical audiences.
• Comfort with a hybrid work model, supporting a primary US market while occasionally coordinating with global stakeholders.
• A proactive, entrepreneurial mindset with a passion for solving the 'unsolved' problems of AI governance.
• Relevant industry certifications (e.g., CISSP, AWS/Azure/GCP Architect) are a significant plus.
• Excellent organizational and communication skills.
• Eager to take initiative and quickly adapt to market changes.
• A strong desire to make an immediate impact and to learn in a rapidly growing organization.
• Travel may be required up to 20-30%.

Responsibilities

• Lead technical discovery sessions to uncover complex security and AI pain points within target accounts.
• Own the end-to-end technical sales process for Sovereign AI and the broader Armor solution suite.
• Design and deliver high-impact product demonstrations that translate technical capabilities into tangible business value.
• Manage and execute Proof of Concepts (POCs), defining success criteria and proving the value of Sovereign AI in real-world environments.
• Partner closely with Account Executives to develop strategic account plans and navigate complex technical buying committees.
• Respond to and lead the technical components of RFPs and RFIs, ensuring Armor's value proposition is clearly articulated.
• Act as a critical feedback loop between customers and the Product team to influence the roadmap of the Sovereign AI platform as well as other Armor products.
• Guide new customers through the initial onboarding process to ensure a seamless transition from sales to production.
• Partner with Customer Success teams to drive long-term platform adoption and identify expansion opportunities.
• Deliver professional services engagements, providing expert architectural guidance and implementation support for high-value clients.
• Maintain deep subject matter expertise in data sovereignty, AI governance, and evolving cybersecurity threat landscape.
• Support global accounts as needed, adapting technical presentations for diverse regional compliance and regulatory requirements.
• Develop technical enablement in the form of workshops including materials, demos, and product/service integration when appropriate.
• Represent Armor in industry events and trade shows.
• Build and demonstrate thought leadership to advance Armor business goals via blog posts, webinars, and speaking engagements.
• Stay current with the latest developments in AI and compliance as well as general security and industry IT trends.
• Mentor and guide peers, team members, and junior staff as required.
• Manage projects and perform administrative tasks required for services operations as directed.

Skills

Sales Engineering

Solution Architecture

Presales

AI/ML fundamentals

Cybersecurity

Customer engagement

Stakeholder management

Communication

Job description

Armor Defense is seeking a Solution Consultant to bridge strategic vision with customer success in the growing Sovereign AI platform space. You will lead presales engagements, craft compelling proposals, and demonstrate thought leadership through content and events while collaborating with product, sales, and customer teams to accelerate AI governance adoption.

The role requires cross-functional leadership, a deep security background, strong communication, and the ability to work in a hybrid