Solution Consultant; AI Governance

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Armor is redefining the intersection of cybersecurity and artificial intelligence. We are on a mission to empower enterprises and government agencies to leverage the transformative power of AI without compromising their most critical asset: their data. At the heart of our offering is Sovereign AI
, a AI work platform designed to provide end-to-end governance, compliance and security over AI deployments while also controlling AI spend and making AI usage more productive. As a Solution Consultant
, you will be the technical bridge between our vision and our customers' success. You will drive the technical sales cycle for the entire Armor portfolio, with a primary focus on scaling the adoption of the Sovereign AI platform, ensuring our clients can innovate with confidence and total control.

In this role, you will lead cutting-edge and consultative presales engagements and shape the future of Armor’s AI offers. You will be at the forefront of presales activities, crafting compelling proposals, and showcasing your thought leadership through whitepapers, blogs, and webinars. As a Subject Matter Expert (SME), you will collaborate with internal stakeholders, customers, and peers in the industry to drive positive outcomes for both Armor and our customers.

Additional duties may be assigned as required.

• Lead technical discovery sessions to uncover complex security and AI pain points within target accounts.
• Own the end-to-end technical sales process for Sovereign AI and the broader Armor solution suite.
• Design and deliver high-impact product demonstrations that translate technical capabilities into tangible business value.
• Manage and execute Proof of Concepts (POCs), defining success criteria and proving the value of Sovereign AI in real-world environments.
• Partner closely with Account Executives to develop strategic account plans and navigate complex technical buying committees.
• Respond to and lead the technical components of RFPs and RFIs, ensuring Armor's value proposition is clearly articulated.
• Act as a critical feedback loop between customers and the Product team to influence the roadmap of the Sovereign AI platform as well as other Armor products.
• Guide new customers through the initial onboarding process to ensure a seamless transition from sales to production.
• Partner with Customer Success teams to drive long-term platform adoption and identify expansion opportunities.
• Deliver professional services engagements, providing expert architectural guidance and implementation support for high-value clients.
• Maintain deep subject matter expertise in data sovereignty, AI governance, and the evolving cybersecurity threat landscape.
• Support global accounts as needed, adapting technical presentations for diverse regional compliance and regulatory requirements.
• Develop technical enablement in the form of workshops including materials, demos, and product/service integration when appropriate.
• Represent Armor in industry events and trade shows.
• Build and demonstrate thought leadership to advance Armor business goals via blog posts, webinars, and speaking engagements.
• Stay current with the latest developments in AI and compliance as well as general security and industry IT trends.
• Mentor and guide peers, team members, and junior staff as required.
• Manage projects and perform administrative tasks required for services operations as directed.

• 5+ years of experience in a Sales Engineering, Solution Architecture, or Solution Consulting role within the B2B enterprise software or software space.
• Proven track record of…