Solution Architect - Security

Telarus is the largest privately held technology services distributor in North America. We put 400+ supplier relationships: Cybersecurity, CX, SD-WAN/SASE, Cloud, and AI: behind a network of Technology Advisors, MSPs, and VARs who sell to everyone from mid-market to Fortune 500. This role is the security brain those advisors call when the deal gets real. You are not a demo jockey, and you are not a badge on a slide. You are the architect who walks into a CISO conversation on a partner's behalf, runs the discovery, designs the answer, and helps close the business. Must have experience being customer-facing for technology sales. WHY THIS ROLE EXISTS Security is a fast-moving, consultative product — and it is the one where end customers need real help. Deals stall when nobody in the room can hold a credible conversation about risk, controls, frameworks, and what happens at 2 a.m. when the ransomware note appears. Your job is to make sure that never happens. Every security opportunity in your book should move faster, land bigger, and close cleaner because you were on it. WHAT YOU WILL OWN 1. Revenue — you carry a number Own influenced security revenue against a quota. This is a performance role with variable comp tied to what you close, not to how many calls you attended. Build and work your own pipeline as you generate opportunities via Advisors. Sit with and help them grow their base, and create opportunities that did not exist before you got there — do not wait for the queue to feed you. The good news: You are not cold-calling. Drive deals to close: multi-thread into the customer, handle objections, build the business case, and stay on it through signature and provisioning. Forecast honestly and manage your pipeline hygiene in Salesforce. We would rather hear bad news early than good news late. 2. Architecture — you design the answer Lead discovery on the partner's behalf: current state, risk posture, compliance drivers, incident history, budget reality, and who actu