Principal Solutions Architect

Headquarters: Remote You know a great technical sale is about more than delivering a polished demo. The real work is understanding what a customer is trying to accomplish, figuring out whether Expel can actually solve it, and making sure what we promise during the sales process is exactly what our teams are prepared to deliver. As a Principal Solutions Architect at Expel, you'll own the technical side of some of our most complex Enterprise opportunities. You'll lead technical discovery, demonstrate Expel's service, design and drive Proofs of Value (POVs), work through technical objections, and create the bridge between Sales and Delivery so customers aren't starting over once the deal is signed. You'll need enough technical depth to comfortably navigate conversations across security operations, incident response, SIEM, endpoint, network, and cloud environments. But being the smartest technical person in the room isn't enough. We're looking for someone who can listen, ask great questions, tell a compelling technical story, challenge assumptions when necessary, and build trust with everyone from a SOC analyst to a CISO. This is a Principal-level individual contributor role. You'll be expected to independently navigate our hardest opportunities, influence people who don't report to you, hold teams accountable when necessary, and help make the broader Solutions Architecture organization better along the way. Sound like your kind of challenge? We'd like to hear from you. What Expel can do for you • Put you at the center of complex Enterprise security opportunities where your technical judgment can directly influence both the sale and the long-term customer relationship. • Give you ownership across the technical sales lifecycle, from discovery and demos through POVs, technical objections, escalations, and the transition into service delivery. • Expose you to a wide range of Enterprise security environments across SIEM, endpoint, network, cloud, identity, security operations, and detection and response. • Connect you with experienced Account Executives, Sales leaders, SOC analysts, Detection & Response, Product, Engineering, Customer Success, and Service Delivery teams. • Give you the autonomy to solve difficult customer problems creatively while maintaining the integrity to be clear about what Expel can and cannot do. • Give you the opportunity to influence how we run POVs, approach Enterprise opportunities, transition customers into delivery, and improve the overall Solutions Architecture motion. • Let you remain deeply connected to customers and technical work while operating with Principal-level visibility and influence across the business. What you can do for Expel • Own the technical strategy for complex Enterprise opportunities from initial discovery through POV, onboarding, and the customer's first 30 days. • Lead POVs end to end by defining meaningful success criteria, building the technical delivery plan, coordinating internal teams, troubleshooting issues, and keeping execution on track. • Deeply understand the challenges bringing a prospect to Expel and clearly map those needs to what our service can and cannot solve. • Deliver technical service demonstrations and tell a compelling story about how Expel creates security value, adapting your approach based on whether you're speaking with practitioners, executives, or somewhere in between. • Act as a trusted technical advisor who can ask difficult questions, challenge assumptions, navigate technical objections, and tell a prospect or salesperson "no" when that's the right answer. • Partner closely with Account Executives and regional Sales leadership on opportunity strategy, technical discovery, competitive positioning, RFPs/RFIs, and complex customer requir