Abnormal
OutboundSolutionsArchitect
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“Outbound Solutions Architect at Abnormal. Skills: email security, Solutions Architecture, SEG displacement, technical expert, trusted advisor. Serve as a technical expert and trusted advisor to existing customers. Assist organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS), tightly integrated with Abnormal AI’s platform”
What You'll Achieve.
carry a quota in an outcome-based environment; carry a quota tied to a specific customer outcome rather than activity metrics
Industry & Context.
discovery skills that uncover risk, redundancy, and renewal pressure
What They're Looking For.
Must Have
5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security, Deep understanding of email systems: Microsoft 365, Google Workspace, and Exchange on-premises, knowledge of Secure Email Gateways (Barracuda, Mimecast, Proofpoint) and Integrated Cloud Email Security (ICES) solutions and their various deployment methods, Expertise in email and email security protocols such as SMTP, TLS, DMARC, Encryption, Spam Scanning, Sandboxing, and Payload Analysis, Demonstrated experience owning SEG replacement projects or equivalent migrations to Integrated Cloud Email Security (ICES) solutions, Knowledge of regulatory and compliance requirements (e. g. , GDPR, HIPAA) relevant to email security, Hunter mindset and sense of comfortable carrying a quota tied to a specific customer outcome rather than activity metrics, discovery skills that uncover risk, redundancy, and renewal pressure — not just stated requirements, Proven ability to earn “trusted advisor” status with large and strategic customers, technical presentation and communication skills, both verbal and written, Track record of carrying a quota or operating in an outcome-based performance model, Ability to work independently in a fast-paced, high-impact enterprise environment
Nice to Have
Certifications: Microsoft Certified: Messaging Administrator, Google Workspace Administrator, CISSP, GIAC, or similar, Familiarity with advanced email security technologies such as Machine Learning and Behavioral Analysis, Experience working alongside Customer Success teams in a post-sales capacity, Experience collaborating with Product Management and Engineering on product roadmap and strategy
What You'll Do.
Serve as a technical expert and trusted advisor to existing customers
Assist organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS)
tightly integrated with Abnormal AI’s platform
Own SEG displacement opportunities end-to-end in partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs)
Lead architecture-level technical discussions
Articulate the technical and business value of Abnormal AI’s platform
Orchestrate successful migrations
Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs)
Generate interest in SEG displacement and drive discovery of priority opportunities
ensuring a displacement pipeline of well-qualified accounts
Confidently address common SEG displacement objections with technical depth and credibility
Translate the SEG capabilities customers rely on — DLP
sandboxing — into Abnormal-equivalent workflows or partner solutions
Build customer-specific business cases that quantify risk reduction
and operational consolidation
Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections
Collaborate on product direction and strategy efforts with Product Management and Engineering
How You'll Work.
Team & Collaboration
In partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs), you will own SEG displacement opportunities end-to-end; Collaborate on product direction and strategy efforts with Product Management and Engineering; Experience working alongside Customer Success teams in a post-sales capacity; Experience collaborating with Product Management and Engineering on product roadmap and strategy
Communication Scope
technical presentation and communication skills, both verbal and written
Process & Methodology
SEG replacement projects, migrations
Full Job Description
About the Role Abnormal AI is seeking an Outbound Solutions Architect to serve as a technical expert and trusted advisor to existing customers. The primary focus of this role is assisting organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS), tightly integrated with Abnormal AI’s platform. In partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs), you will own SEG displacement opportunities end-to-end — leading architecture-level technical discussions, running deep discovery, articulating the technical and business value of Abnormal AI’s platform, and orchestrating successful migrations. The ideal candidate will have deep expertise in email security, a hunter mindset, a proven ability to carry a quota in an outcome-based environment, and the instincts to earn trusted advisor status with large enterprise customers. What you will do Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs) Generate interest in SEG displacement and drive discovery of priority opportunities, ensuring a strong displacement pipeline of well-qualified accounts Lead architecture-level conversations and confidently address common SEG displacement objections with technical depth and credibility Translate the SEG capabilities customers rely on — DLP, URL isolation, DMARC services, SMTP relay, sandboxing — into Abnormal-equivalent workflows or partner solutions Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections Collaborate on product direction and strategy efforts with Product Management and Engineering Must Haves 5+ years of Sales Engineering, Solutions Architecture, or technical experience with significant depth in email or messaging security Dee
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