Solutions Consultant at UpGuard

Who are we? UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface. At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe. Where does this role fit in? We are looking for a dynamic, customer-facing Solutions consultant to be the primary technical and product expert for our Customer Success team. The primary focus of this role is to support customer expansion by partnering with Account Managers and Customer Success Managers (CSMs) during complex renewal and upsell opportunities. You will be the go-to expert for our new multi-product offering, responsible for demonstrating advanced technical value and architecting solutions that drive growth within our existing customer base. While your main objective is supporting expansion, you will also leverage your deep expertise to architect complex integrations and serve as a final escalation point for the most challenging technical issues. This role is perfect for someone who excels in a "post-sales" technical environment, loves being a product authority, and thrives on building solutions that directly impact commercial success. We can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  What will you do? • Drive Technical Expansion: Act as the key technical partner for Account Managers and CSMs during renewal and upsell motions. You will lead technical deep-dives, run customized product demonstrations, and build "proof-of-value" solution architectures for our new multi-product offerings. • Serve as the Go-To Product Expert: Maintain an expert-level understanding of the UpGuard platform, its architecture, API capabilities, and competitive differentiators. You will be the technical authority the CS team relies on to answer complex customer questions. • Architect Complex Solutions: Design, scope, and validate deep technical solutions for our customers. This includes architecting robust API integrations to connect UpGuard with our customers' key systems (like GRC platforms, SIEMs, and other security tools). • Manage Critical Technical Escalations: Act as an escalation point to "bridge the gap" between standard technical support and our CSMs. You will take ownership of high-priority technical issues that require deep, hands-on solutioning within a customer's environment. • Enable the Team: Create and maintain a library of technical documentation, best-practice guides, integration playbooks, and demonstration scripts to empower the entire Customer Success team. What do we need from you? • Experience: 3+ years in a customer-facing technical role such as a Solutions Consultant, Sales Consultant, Technical Account Manager, or Professional Services Consultant. Experience in a post-sales or expansion focused role is highly preferred. • Cybersecurity/GRC Ecosystem: Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools). • Product Expert Mindset: A passion for becoming a deep subject matter expert on a complex software platform. • Strong API Knowledge: Hands-on experience with REST APIs is essential. You must be comfortable guiding customers on implementation, reading documentation, and using tools like Postman to troubleshoot. What gives you an edge? • Excellent Communicator: You can explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value. • Sales Acumen: You are comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal. • Problem Solver: You have a structured approach to diagnosing and solving ambiguous technical problems. • Collaborative: You work well in a team environment, partnering effectively with CSMs, Support, and Product. What's in it for you? • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance • Annual leave: 6 weeks PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. • 18 weeks paid Parental Leave: Irrespective of parenting role • Personal Leave Allowance: This includes sick & carer’s leave • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance • Top-spec hardware: All team members will be provided with top-spec laptops for their role • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work • Health Insurance: Health, dental, and vision insurance #LI-SL1 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.