Solutions Architect, EMEA

About the Role Abnormal AI is seeking a Solutions Architect , that will play a key role in the pre-sales process, serving as a technical expert and trusted advisor to prospects and customers. A primary focus of this role will be assisting organizations in transitioning from legacy Third Party Secure Email Gateways (SEGs) to Abnormal AI’s platform. You will partner with sales teams to deliver impactful presentations, lead migration planning sessions, and architect technical solutions that address complex customer requirements. This role demands deep expertise in email systems (Microsoft 365, Google Workspace, and Exchange on-premises) and email security technologies (legacy SEGs, API-based vendors), as well as the ability to communicate effectively with technical and business audiences. Your contributions will directly impact Abnormal’s success in strategic and large-scale opportunities. The ideal candidate for the role will have the following skillset: • Technical Expertise: • Deep understanding of email systems: Microsoft 365, Google Workspace, and Exchange on-premises. • Strong knowledge of Secure Email Gateways (Proofpoint, Mimecast, Barracuda) and API and Transport Rule-based vendors. • Expertise in email security protocols and standards, such as SPF, DKIM, DMARC, encryption, spam scanning, sandboxing and emulation. • Customer-Facing Skills: • Proven ability to earn “trusted advisor” status with large and strategic customers. • Exceptional presentation and communication skills with the ability to explain technical concepts to non-technical stakeholders. • Demonstrated experience in architecting solutions for enterprise customers during pre-sales engagements. • Problem Solving and Leadership: • Strong troubleshooting and problem-solving skills in high-pressure, customer-facing scenarios. • Ability to prioritize and manage multiple opportunities simultaneously while delivering consistent results. What you will do Pre-Sales Enablement • Partner with sales teams to provide deep subject matter expertise (SME) on email security architectures, technologies and infrastructures. • Build trusted relationships with customers’ technical staff and leadership to identify pain points and align solutions with business goals. • Lead technical workshops, solution presentations, and roadmap discussions to drive buy-in and support for SEG displacement initiatives. • Architect complex, tailored solutions that address customer requirements and ensure seamless migrations to Abnormal AI. SEG Displacement and Migration • Guide customers through the migration process, including evaluating their current SEG setup, identifying gaps, and creating comprehensive transition plans. • Act as a technical lead for SEG replacement projects, troubleshooting challenges, and ensuring a seamless transition to Abnormal’s platform. • You are the SME • Educate customers on the advantages of API-based email security and provide expert recommendations on best practices for adoption. Product Expertise and Feedback Loop • Serve as a conduit between the field (sales, customers) and R&D/Product teams to provide actionable insights on customer needs, technical challenges, and feature requests. • Collaborate with Product Management to prioritize roadmap features based on customer feedback, opportunity size, and strategic importance. • Stay informed about industry trends, competitive products, and customer challenges to position Abnormal AI effectively. Enablement and Thought Leadership • Develop and deliver training sessions and technical content to upskill sales engineers and enhance their ability to handle complex customer scenarios. • Create repeatable and consumable technical assets, such as blog posts, videos, and presentations, that showcas