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Act as the primary technical authority for ANZ sales: design CNAPP solutions, lead POCs and demonstrations, integrate Upwind into customers' cloud and CI/CD environments, educate stakeholders on cloud security best practices, and enable partners and account teams with technical collateral and training.
Description
Upwind Security is a rapidly growing, innovative cybersecurity firm specializing in Cloud-Native Application Protection Platforms (CNAPP). We provide comprehensive security solutions that span the entire cloud application lifecycle, from build to runtime. Our mission is to secure the next generation of cloud infrastructure, helping businesses innovate without fear. We foster a dynamic, fast-paced, and collaborative environment, focused on excellence and customer success.
The Opportunity
We are seeking a highly skilled and experienced Solution Architect (SA) to join our expanding team in Australia & New Zealand. This role is pivotal in providing deep technical expertise throughout the sales cycle, ensuring successful proof-of-concepts (POCs), and architecting tailored CNAPP solutions for our enterprise clients across the region. The ideal candidate possesses a strong background in cloud security, DevSecOps, and modern cloud architecture, coupled with excellent communication skills and a deep understanding of the ANZ enterprise market.
Key Responsibilities
Technical Sales and Solution Design
- Serve as the primary technical resource for the ANZ sales team, engaging directly with prospects and customers to understand their cloud security posture, challenges, and technical requirements.
- Design and present compelling, tailored Upwind Security CNAPP solutions, mapping product capabilities to specific customer security frameworks and business outcomes.
- Lead and execute all technical validation activities, including Proof-of-Concepts (POCs), pilots, and hands-on demonstrations, ensuring successful completion and clear articulation of value.
- Develop comprehensive solution architectures and technical proposals that integrate Upwind Security into the customer's existing cloud and CI/CD environments (AWS, Azure, GCP).
Expertise and Market Intelligence
- Maintain expert-level knowledge of the Upwind CNAPP platform, competitive landscape, and emerging trends in cloud-native security (e.g., KSPM, CIEM, CSPM, CWPP, shift-left security).
- Act as a trusted technical advisor, educating customers and partners on cloud security best practices, DevSecOps principles, and risk mitigation strategies.
- Provide valuable feedback to the global product management and engineering teams regarding regional technical requirements, feature requests, and competitive intelligence specific to the ANZ market.
Collaboration and Enablement
- Work closely with Account Executives (AEs) to develop account strategies, qualify opportunities, and accelerate technical closure.
- Assist in the technical enablement and training of channel partners (SIs, VARs) to ensure they can effectively position and deploy the Upwind Security solution.
- Create and refine technical sales collateral, including presentations, diagrams, deployment guides, and best practice documents tailored for the ANZ audience.
- Experience: 10+ years in a customer-facing technical role (e.g., Sales Engineer, Solution Architect, Consultant) selling or supporting complex cybersecurity, cloud infrastructure, or DevSecOps solutions.
- Domain Knowledge: Deep, hands-on experience with major cloud platforms (AWS, Azure, or GCP) and a strong understanding of their security services and architectural best practices. Expertise in containerization (Docker, Kubernetes), serverless technologies, and modern CI/CD pipelines (e.g., Jenkins, GitLab, GitHub Actions).
- Cloud Security Expertise: Proven knowledge of application security principles, cloud security frameworks, and CNAPP components (e.g., infrastructure-as-code scanning, vulnerability management, runtime protection).
- Regional Experience: Familiarity with the ANZ enterprise IT and security landscape, including key industries such as financial services, government, healthcare, and critical infrastructure.
- Education: Bachelor's degree in Computer Science, Engineering, or a related field, or equivalent practical experience. Certifications (e.g., AWS/Azure/GCP Solution Architect or Security, CISSP, Kubernetes) are a plus.
What you need to know about the Melbourne Tech Scene
Home to 650 biotech companies, 10 major research institutes and nine universities, Melbourne is among one of the top cities for biotech. In fact, some of the greatest medical advancements were conceptualized and developed here, including Symex Lab's "lab-on-a-chip" solution that monitors hormones to predict ovulation for conception, and Denteric's vaccine for periodontal gum disease. Yet, the thousands of people working in the city's healthtech sector are just getting started, to say nothing of the tech advancements across all other sectors.
