Solution Consultant (AI Governance)

Armor Defense; Plano (TX); Hybrid; USD 140,000 - 190,000; Full time

Job summary

Armor Defense is redefining cybersecurity and AI governance. As a Solution Consultant, you will bridge strategy and customer success, drive presales engagements, and scale adoption of the Sovereign AI platform across US accounts.

You will deliver compelling demos, lead POCs, respond to RFIs, and collaborate with Account Executives and Product teams. Travel up to 20–30% and thrive in a fast-paced startup environment while maintaining deep subject matter expertise.

Qualifications

• 5+ years in Sales Engineering, Solution Architecture, or Solution Consulting in B2B enterprise software.
• Proven track record selling complex security or data infrastructure to executives.
• Deep understanding of AI/ML, LLM orchestration, and regulated deployments.
• Strong cybersecurity principles: encryption, residency, identity, zero-trust.
• Experience with highly regulated industry accounts preferred.
• Able to thrive in fast-paced startup environment.
• Excellent communication and presentation skills.
• Hybrid work model experience with US market focus.
• Certifications like CISSP or cloud architect highly regarded.
• Travel up to 20-30%.

Responsibilities

• Lead technical discovery sessions with target accounts.
• Own end-to-end technical sales process for Sovereign AI.
• Design and deliver high-impact product demonstrations.
• Manage Proof of Concepts (POCs) and define success criteria.
• Collaborate with Account Executives on strategic account plans.
• Respond to RFPs/RFIs and articulate Armor's value.
• Shape roadmap with Product and industry stakeholders.
• Onboard new customers to production.
• Drive long-term platform adoption with Customer Success.
• Provide architectural guidance in professional services.
• Maintain subject matter expertise in data sovereignty, AI governance.
• Represent Armor at events.
• Create thought leadership through blogs/webinars.
• Stay current with AI and compliance trends.
• Mentor peers and junior staff.
• Manage projects and admin tasks for services operations.

Skills

Sales Engineering

Solution Architecture

B2B Enterprise Software

AI/ML fundamentals

LLM orchestration

Cybersecurity principles

Regulated environments

Communication skills

Hybrid work coordination

Cloud certifications

Tools

AWS

Azure

GCP

Salesforce CRM

Job description

About Armor Defense Inc

At Armor, we are committed to making a meaningful difference in securing cyberspace. Our vision is to be the trusted protector and de facto standard that cloud-centric customers entrust with their risk. We strive to continuously evolve to be the best partner of choice, breaking norms and tirelessly innovating to stay ahead of evolving cyber threats and reshaping how we deliver customer outcomes. We are passionate about making a positive impact in the world, and we’re looking for a highly skilled and experienced talent to join our dynamic team.

About Armor Defense Inc

At Armor, we are committed to making a meaningful difference in securing cyberspace. Our vision is to be the trusted protector and de facto standard that cloud-centric customers entrust with their risk. We strive to continuously evolve to be the best partner of choice, breaking norms and tirelessly innovating to stay ahead of evolving cyber threats and reshaping how we deliver customer outcomes. We are passionate about making a positive impact in the world, and we’re looking for a highly skilled and experienced talent to join our dynamic team.

Armor has unique offerings to the market so customers can a) understand their risk b) leverage Armor to co-manage their risk or c) completely outsource their risk to Armor.

Learn more at: https://www.armor.com

Job Description

Armor is redefining the intersection of cybersecurity and artificial intelligence. We are on a mission to empower enterprises and government agencies to leverage the transformative power of AI without compromising their most critical asset: their data. At the heart of our offering is Sovereign AI, a AI work platform designed to provide end-to-end governance, compliance and security over AI deployments while also controlling AI spend and making AI usage more productive. As a Solution Consultant, you will be the technical bridge between our vision and our customers' success. You will drive the technical sales cycle for the entire Armor portfolio, with a primary focus on scaling the adoption of the Sovereign AI platform, ensuring our clients can innovate with confidence and total control.

In this role, you will lead cutting-edge and consultative presales engagements and shape the future of Armor’s AI offers. You will be at the forefront of presales activities, crafting compelling proposals, and showcasing your thought leadership through whitepapers, blogs, and webinars. As a Subject Matter Expert (SME), you will collaborate with internal stakeholders, customers, and peers in the industry to drive positive outcomes for both Armor and our customers.

Essential Duties And Responsibilities

Additional duties may be assigned as required.

• 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 the 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.

Required Skills

• 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%.

WHY ARMOR

Join Armor if you want to be part of a company that is redefining cybersecurity. Here, you will have the opportunity to shape the future, disrupt the status quo, and be a part of a team that celebrates energy, passion, and fresh thinking. We are not looking for someone who simply fills a role – we want talent who will help us write the next chapter of our growth story.

ARMOR CORE VALUES

• Commitment to Growth: A growth mindset that encourages continuous learning and improvement with adaptability in the face of challenges.
• Integrity Always: Sustain trust through transparency | honesty in all actions and interactions regardless of circumstances.
• Empathy In Action: Active understanding, compassion and support to the needs of others through genuine connection.
• Immediate Impact: Taking initiative with swift, informed actions to deliver positive outcomes.
• Follow-Through: Dedication to delivering finished results with attention to quality and detail to achieve the desired outcomes.