非公開
職種名：シニアリード・ソリューションアーキテクト（セキュリティ）
目的：
シニアリード・ソリューションアーキテクト（セキュリティ）は、サイバーセキュリティソリューションの設計およびアーキテクチャにおいて、最先端の技術支援を提供します。
顧客のビジネス目標達成に向けた信頼できるアドバイザーとして、最適なソリューションの構築を担います。
本職は、提案活動全体（設計、見積、提案書作成）にわたり技術的コンサルティングを行います。
職務概要：
ߔ٣×リセールス業務
• 顧客のセキュリティ課題を理解し、コンサルティング型で対応。
• Lumenの技術的優位性を説明し、顧客の期待と自社の提供価値を一致させる。
• 営業チームと連携し、案件を創出・成約へ導く。
• LumenのAdvanced MDRや関連セキュリティサービスを提案。
• サービスの価値を明確に伝える資料やプレゼンを作成。
• SOCサービス提供モデルや導入プロセスを説明。
• 顧客や営業と強い関係を築き、売上目標を達成。
ߔ٣½リューション設計
• 顧客要件を詳細な技術設計に落とし込み、業界標準に準拠。
• 顧客の既存環境との統合ポイントを定義。
• 市場トレンドを製品チームにフィードバック。
• 新技術や脅威動向を把握し、常に最適化。
• Lumenのネットワーク・クラウド等を統合した包括的ソリューションを設計。
• 導入後の技術文書を提供し、顧客満足度を確保。
ߔ٦ʀ術サポート
• 営業・導入フェーズでの技術支援。
• セキュリティアセスメントやワークショップの実施。
• 技術ドキュメントやナレッジ共有。
• 製品チームへの市場フィードバック。
求める人物像：
• SOC/MSS/MDRなどのセキュリティ設計・導入経験者。
• CISOクラスとの商談経験がある方。
• セキュリティ標準（NIST, ISO27001）への理解。
• CISSP, CISM資格保持者優遇。
• SIEM, XDR, SOAR, Firewall, IDS/IPS等の知識。
• AWS, Azure, GCPなどクラウドセキュリティ経験。
• 高いプレゼン・コミュニケーション能力。
• 柔軟なスケジュール管理能力。
成功基準：
• 成約率25%以上
• 売上目標100%達成
• 顧客満足度（NPS）
備考：
本職は実務も多く、エネルギッシュに行動できる方が望ましい。
見積作成・価格取得・入札提出などの事務作業も含まれます。
ーーーーーーーーーーー
Purpose of Position:
The Senior Lead Solution Architect (Security) provides Top in Class Solution Architecture support for cybersecurity solutions and services. They are the customer’s trusted advisor whom will be responsible for architecting and designing solution that will deliver the outcomes and achieves the customer’s business needs and objectives.
The Senior Lead Solution Architect (Security) is responsible to provide consultative technical expertise throughout the sales cycle which includes the preparation and presentation of designs, bids, and proposals.
Position Summary:
• Pre-sales Engagement:
o Lead consultative engagements with prospective and existing customers to understand their security needs and challenges.
o Effectively communicate Lumen's technical capabilities to customers, aligning their expectations with our offerings and roadmaps.
o Collaborate with sales teams to qualify opportunities and drive successful outcomes.
o Design and propose Lumen’s Advanced MDR or other security services from our portfolio, incorporating threat intelligence, vulnerability management, incident response, and other relevant security services.
o Develop and deliver persuasive and compelling presentations, proposals, and solution documentation that clearly articulate the value proposition of our services, in a professional and engaging manner.
o Ability to explain to customers our transition / onboarding process, and our SOC service delivery model.
o Develop strong relationships with customers and internal sales teams to drive opportunities to closure and exceed sales targets.
• Solution Design:
o Translate customer requirements into detailed technical designs for Advanced MDR deployments, considering factors such as network architecture, technology stack, compliance requirements, and industry best practices.
o Be a trusted advisor to recommend best practices and review alignment of their requirements to business objectives.
o Define integration points, if required, with existing customer security infrastructure and tools.
o Contribute to the development and enhancement of our service offerings by providing feedback on market or industry trends to our Product team, as continuous improvement.
o Stay abreast of emerging security threats and technologies to ensure solutions remain relevant and effective.
o Develop comprehensive security solutions by integrating Lumen's diverse offerings (network, cloud, etc.) to address customer needs end-to-end.
o Provide post-sales technical support, including documentation and diagrams, to ensure smooth implementation and customer satisfaction.
• Technical Expertise:
o Provide technical guidance and support to customers throughout the sales and onboarding process.
o Participate in security assessments and workshops to identify vulnerabilities and recommend mitigation strategies.
o Contribute to the development of knowledge base articles, white papers, and other technical documentation.
o Field technical questions from prospects and customers.
o Collaborate with Product Management and Marketing to provide technical expertise and translate customer feedback into product enhancements.
Position Objectives:
• Thought Leadership: Function as thought leader in Security - can demonstrate industry segment knowledge on how technology can meet real world customers’ needs and challenges
• Driving Revenue Growth: Increase sales and adoption of Lumen's Advanced MDR services by effectively designing and presenting compelling security solutions to prospective and existing customers.
• Expanding Market Reach: Contribute to the expansion of Lumen's market share in the Advanced MDR space by developing and promoting innovative solutions that address evolving customer needs, particularly in OT and cloud security.
• Ensuring Customer Satisfaction: Deliver exceptional customer experiences by providing expert guidance, tailored solutions, and seamless post-sales support.
• Strengthening Lumen's Expertise: Contribute to the enhancement of Lumen's Advanced MDR service offerings and internal knowledge base by staying abreast of industry trends, best practices, and emerging technologies.
• Promoting Collaboration and Efficiency: Foster a collaborative environment with internal teams (sales, product management, marketing) to ensure alignment and drive continuous improvement in solution development and delivery.
Minimum Requirements:
• Complete understanding of the sales, bid and solution development processes.
• Good face-to-face customer interaction skills, including discussions with CISO or C-level stakeholders.
• Excellent interpersonal and communication skills (oral, written and presentation)
• Excellent organisational skills - able to work on multiple opportunities for multiple Clients simultaneously.
• Experience in performing customers’ needs assessments and making recommendations based on the discovery.
• Establishing and maintaining key relationships at senior levels within customer organisations to develop & close deals
• Generate and share insights from customer engagement sessions to distil customer business needs, strategise on potential opportunities/offerings and collaborate with Product teams to develop compelling and repeatable client propositions
• Formulating, implementing and managing strategic engagement plans for each opportunity including structuring ideas, win strategy and proposal storylines/pitches for sharing across internal stakeholders
• Negotiating major complex deals, in particular providing the technical support in developing a fit-for-purpose solution based on repeatable modules that can be delivered within the commercial construct
• Coordinating and working in a complex matrix environment to establish balance of solutions and commercial outcome both internally and with customers
• Being accountable for end-to-end solution construct for internal approvals
• Ability to document solution components in a timely manner while ensuring acceptable level of detail, data integrity, and accountability
• Ability and willingness to share knowledge and expertise among various organisations within the company
• Ability and willingness to take the initiative to facilitate teamwork within the various organisations of the company to serve the customer
• Ability to work in a team environment and demonstrate strong problem-solving skills
• Capability to schedule time with flexibility to handle varying workload, and still meet tight deadlines
• Experience: Good experience in cybersecurity, with a focus on SOC/MSS/MDR services design and implementation.
• Domain Knowledge:
o Strong understanding of security principles, frameworks, and best practices (e.g., NIST, ISO 27001).
o Security related qualifications – CISM, CISSP – would be advantageous.
o In-depth knowledge of security technologies, including SIEM, XDR, EDR, SOAR, firewalls, intrusion detection/prevention systems, and vulnerability scanners.
o Hands-on experience with cloud security platforms (e.g., AWS, Azure, GCP).
o Familiarity with OT security concepts and technologies.
o Knowledge of threat hunting methodologies and techniques.
• Skills:
o Excellent communication, presentation, and interpersonal skills.
o Strong analytical and problem-solving abilities.
o Ability to work independently and as part of a team.
o Proven ability to manage multiple projects and prioritize tasks effectively.
• Bonus Points:
o Relevant industry certifications (e.g., GIAC, CISA, ISO27001 Lead Auditor, CompTIA Security+
o
o Transition and Transformation solutioning and project experience
• Bachelor’s degree in Engineering / Computer Science
Success Measurements:
• Conversion Rate of > 25%
• Bookings Performance of 100% of Target
• Expectation management (internal and external); NPS scores
-US Fortune 500 company.
-Growth company in Japan for cloud, security, and managed services.
-International and flexible work environment.