About the role The Senior Solutions Consultant is a pivotal pre-sales engineering role at Cerby, focused on engaging prospects and customers, from growing businesses to strategic enterprise accounts. This role demands a dynamic individual who excels in technical articulation, value-based selling, product demonstrations, solution scoping, technical validation, and navigating complex customer environments. Leveraging deep expertise in Identity and Access Management (IAM), Identity Governance & Administration (IGA), and familiarity with PAM, SIEM, and EPM, the Solutions Consultant ensures the alignment of Cerby’s offerings with customer needs and business outcomes. This role collaborates closely with Cerby leadership, sales, customer success, customer solutions, engineering and product management to drive Cerby’s growth in the enterprise market. What you'll do A Senior Solutions Consultant serves as a Sales Subject Matter Expert (SME), bridging the gap between engineering, product management, and our most challenging prospect, customer, and partner needs. The ideal candidate handles ambiguity effectively and identifies best-practice solutions proactively. 1. Technical Pre-sales Partnership (70%) Lead technical discussions, tailored product demonstrations, and value-based presentations aligned to customer needs and environments. Conduct deep technical discovery, clearly articulating Cerby’s value proposition within complex IT environments. Scope, plan, and execute Proof-of-Concepts (POCs), validating technical alignment with customer objectives. Document technical solutions clearly, aligning with existing customer technology stacks. Maintain organized customer engagement notes to ensure alignment across Cerby’s teams. Partner with Customer Success and internal stakeholders to define and scope Mutual Delivery Plans (MDPs), specifying technical and business success criteria clearly. 2. Strategic Sales Enablement (15%) Actively mentor field sales Account Executives on product positioning, solution articulation, and technical selling strategies. Develop trusted advisor relationships within customer accounts to deepen technical engagement and strategic alignment. Collaborate with third-party ISVs, VARs, and SI partners, providing technical guidance to build integrated, synergistic (“11=3”) solutions. Support internal enablement, contributing to the scalability and effectiveness of Cerby’s technical sales processes. Develop and deliver SME-level training and thought leadership internally and externally to customers, partners, and teams. 3. Team & Product Development (15%): Collaborate with Solutions and Sales teams to refine processes, methodologies, and tools, enhancing overall efficiency and effectiveness. Collaborate between field teams and Product & Engineering, translating market-driven insights, customer feedback, use-cases into product improvements for roadmap prioritization. Assist with building & mentoring a regional team of Solutions Consultants as the region grows, including assisting with hiring and professional development. Assist with regional team growth and capability-building, ensuring alignment with strategic goals and regional performance metrics. Qualifications: 7 years of experience in pre-sales solutions engineering, consulting, or similar roles in SaaS or cybersecurity. Strong expertise in Identity and Access Management (IAM), Identity Governance & Administration (IGA), with comprehensive knowledge of Information Security (Infosec) principles. Additional experience with Privileged Access Management (PAM), Security Information & Event Management (SIEM), or Endpoint Privilege Management (EPM) is desirable. Proven ability to clearly articulate complex solutions to technical and business stakeholders. Demonstrated experience with value-based selling methodologies ( MEDDPICC familiarity strongly preferred ). Demonstrated success working collaboratively across geographically distributed teams within the EMEA region, effectively navigating cultural differences and local market dynamics. In-depth knowledge of regulatory and compliance landscapes across multiple EMEA countries, with proven ability to align technical solutions accordingly. Proven ability to build and sustain productive relationships across diverse regional stakeholders, balancing global organizational objectives with local business requirements. Proficient at scoping, planning, and executing technical validations, proof-of-concepts, and integration demonstrations. Excellent interpersonal and communication skills, capable of developing trusted relationships with internal and external stakeholders. Self-motivated with a growth mindset, driven by continuous learning, improvement, and comfortable in roles requiring initiative and creativity. Why Join Us? Opportunity to significantly impact Cerby’s growth trajectory in a critical market. Engage with senior leadership, cross-functional teams, and innovative customers to deliver highly impactful solutions. Join a team focused on collaboration, excellence, and continuous professional development.