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Tigera is hiring a Senior Solutions Architect to lead pre-sales efforts for Lynx, the company's AI agent security and workload governance platform. You will serve as the number-two presales leader for Lynx across North America, driving high-impact deals from discovery through proof-of-concept and close. This is a strategic role with direct influence on product direction and go-to-market strategy.
Key responsibilities include:
- Leading end-to-end technical evaluations and PoCs for major Lynx accounts, with focus on high win conversion rates
- Conducting rapid discovery to uncover root enterprise challenges and engineer tailored solution architectures
- Converting prospect objections into actionable criteria by diagnosing functional gaps and strategic alignment
- Qualifying engagements early to protect product roadmaps and engineering resources
- Partnering directly with product management and CTO to influence roadmap strategy using field insights and deal evidence
- Serving as the primary technical lead for Lynx in North America, establishing PoC benchmarks and mentoring account executives and solutions engineers
- Championing Lynx at industry events, analyst briefings, and community workshops
- Designing scalable reference architectures, demo environments, and PoC execution frameworks for global field enablement
- Authoring technical responses for complex RFPs and enterprise security evaluations
- Acting as trusted advisor to major Calico enterprise clients on AI adoption strategies
- Traveling up to 25% across North America for customer meetings and conferences
The role is hybrid out of Tigera's Vancouver office. You'll work in a forward-thinking environment where the AI agent security category is still being defined, giving you the opportunity to shape both product and sales strategy.
Requirements:
- Minimum 8 years in customer-facing technical roles (Solutions Architect, Field CTO, Sales Engineer) with proven track record closing complex enterprise infrastructure and security deals
- Background as founding or pioneer Solutions Architect for novel technology, with ability to build value propositions and evaluation frameworks from scratch
- Sharp strategic judgment to differentiate high-intent buyers from low-value opportunities; discipline to disengage when appropriate
- Ability to partner with product managers and executives to guide strategy, with technical credibility to challenge both prospects and internal teams
- Deep practical knowledge of Kubernetes and container orchestration; capable of constructing and troubleshooting environments live in customer settings
- Firm foundation in network policies, Zero Trust frameworks, workload identity mechanisms, and cloud platform controls
- Technical understanding of authentication protocols including mTLS, OIDC, OAuth 2.0, and JWT
- Direct engineering experience with major cloud platforms (GCP, Azure, AWS)
- Understanding of agentic AI systems and development kits (LangGraph, LangChain, Model Context Protocol, CrewAI, OpenAI Agents SDK)
- Mastery of MEDDPICC sales execution and ability to translate technical differentiation into strategic business priorities for CIOs and CISOs
- Poised public speaker skilled in presenting technical concepts to engineers, executives, and conference audiences
- Hands-on capability to build demo and PoC environments independently and troubleshoot customer platform issues
Bonus qualifications:
- Hands-on experience building or securing AI agents
- Familiarity with workload identity (SPIFFE/SPIRE) or service meshes
- Experience with Calico, Cilium, OpenShift, or eBPF
- Track record of public speaking or published technical content
