Job Details

bout our client

Our employer is a security technology company delivering hardware-based authentication and cryptocurrency wallet solutions for both enterprise and consumer markets. Their product portfolio spans B2B authentication, consumer and institutional crypto hardware wallets,AuthentiKey USB devices, and emerging verticals including healthcare, gaming, and payments. They are on an aggressive growth trajectory and are looking for high-impact individuals to scale with us.

Role Overview

The Head of Solutions Consulting will lead a team that is the technical backbone of the sales process - bridging the gap between what our products do and why it matters to the buyer. You will partner closely with sales leadership and product management to win deals, build trust with technical stakeholders, and ensure customers are set up for success from first demo through implementation. This is a highly visible, customer-facing role that requires equal parts technical depth, business acumen, and communication skill.

What You'll Do

Pre-Sale: Technical Selling & Value Translation

• Partner with sales executives on enterprise and mid-market deals across authentication, crypto wallet, and payments verticals
• Own the technical narrative in sales cycles - translating capabilities (FIDO2/WebAuthn, NFC hardware, SDK integrations, server-side authentication) into clear business value for technical and non-technical audiences alike
• Lead discovery calls to understand prospect environments, security requirements, existing identity stacks, and integration constraints
• Respond to RFPs, security questionnaires, and technical due diligence requests
• rticulate competitive differentiation of products vs. alternatives such as YubiKey, software authenticators, and competing hardware wallets

• Develop and deliver compelling, tailored product demonstrations across the portfolio - Authenticate, Authenticate Server, Crypto Wallet, AuthentiKey, and relevant SDK capabilities
• Scope, build, and manage proof-of-concept engagements, including sandbox environments and integration walkthroughs
• Customize demo environments to reflect prospect-specific use cases (e.g., card-as-authenticator for a financial institution, NFC tap-to-authenticate for a gaming platform, hardware wallet integration for a crypto exchange)
• Post-Sale: Implementation Scoping & Handoff
• Lead post-sale technical scoping sessions to define integration architecture, deployment timelines, resource requirements, and success criteria
• Produce scoping documents, integration guides, and technical SOWs to ensure smooth handoffs to implementation and support teams
• ct as a technical advocate for the customer during early implementation, maintaining continuity from the sales cycle through go-live
• Identify expansion opportunities during implementation and loop in account management accordingly

• Feed customer and prospect technical feedback into Product and Engineering - you are the market's voice internally
• Contribute to and maintain a library of technical collateral: integration guides, demo scripts, architecture diagrams, FAQs, and battlecards
• Support development of the Quickstart program for new clients, helping define the technical components of a 2-week onboarding engagement

• 6+ years in a Solutions Consultant, Solutions Engineer, or Technical Pre-Sales role - ideally in security, identity, fintech, or hardware/software hybrid products
• Hands-on experience with authentication protocols: FIDO2, WebAuthn, TOTP, PKI, or comparable standards
• Comfort working with REST APIs, SDKs, and mobile/web integration patterns
• Strong communication skills - you can present to a CISO and a developer in the same day and land differently with both
• Experience scoping and documenting technical implementations (integration architecture, SOWs, deployment guides)
• bility to manage multiple active opportunities and POCs without dropping threads

• Familiarity with smart card standards (ISO 7816, EMV) or hardware security modules
• Experience in one or more of our target verticals: financial services, healthcare, gaming/gambling platforms, crypto/digital assets
• Exposure to crypto wallet infrastructure - key management, transaction signing, custody models
• Background selling or implementing Identity and Access Management (IAM) or Privileged Access Management (PAM) platforms - Okta, Ping Identity, Microsoft Entra, SailPoint, CyberArk, or comparable
• Experience in cybersecurity Solutions Consulting, particularly in the identity, endpoint security, or zero trust segments - familiarity with how authentication hardware fits into a broader security architecture is a strong plus
• Understanding of enterprise identity concepts: SSO, MFA, directory services (Active Directory, LDAP), lifecycle management, and how organizations are evolving from password-based to phishing-resistant authentication
• Prior experience supporting enterprise sales cycles ($250K+ deal size)