Solutions Architect, Public Sector (D.C. Metro, or surrounding areas)

ABOUT THE COMPANY

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. Learn more at www.blackkite.com

ABOUT THE ROLE

The Solutions Architect, Public Sector, acts as a trusted advisor and ensures seamless integration with complex Public Sector environments. Reporting directly to the Director of Sales Engineering and supporting the Vice President of Public Sector, they drive the adoption of Black Kite's risk intelligence platform within government agencies by leveraging deep technical expertise, strategic vision, and exceptional communication skills. 

Core responsibilities

Expert Pre-Sales & Post-Sales Engagement:

• Deliver compelling presentations to agencies and large audiences, consistently driving conversions.
• Lead product demonstrations that consistently win deals, innovating new ways to present product value.
• Provide white-glove technical support throughout the implementation process, ensuring seamless deployment and adherence to stringent security protocols.
• Act as the lead technical resource for sales, agency staff, and personnel.

Strategic Technical Leadership & Product Feedback:

• Define long-term product strategy for the Public Sector market, prioritizing enhancements based on agency needs and market trends.
• Influence the product roadmap by providing critical feedback to R&D, ensuring alignment with Public Sector requirements (FedRAMP, FISMA, NIST).
• Lead technical enablement across sales teams, coaching and training on best presentation and solution practices.
• Collaborate with internal product and development teams to ensure that enhancements or customizations needed for Public Sector clients are developed and rolled out efficiently. Provide feedback on how to improve the platform’s applicability for Public Sector agencies based on client needs.

Complex Solution Design & Integration:

• Design and implement customized solutions that integrate Black Kite's platform with existing Public Sector systems, ensuring secure data flow and compliance.
• Autonomously solve complex technical issues, acting as a trusted advisor to Public Sector agencies.
• Innovate new customer feedback processes, ensuring continuous optimization of the technical experience.

Customer Advocacy & Relationship Management:

• Build lasting agency relationships by continuously optimizing the technical experience.
• Act as a technical advocate for agencies, ensuring their needs are reflected in product development.
• Lead technical training for agency personnel.

Compliance & Security:

• Ensure all solutions meet and exceed Public Sector compliance and security standards, including FedRAMP, FISMA, and other relevant regulations.

Required Skills & Experience:

• 5+ years of experience in a senior pre-sales technical role within the Public Sector (DoD/Civilian).
• Active Security Clearance required
• Deep understanding of Public Sector security compliance regimes (FedRAMP, RMF ATO, CMMC).
• Expertise in cloud technologies (AWS, Azure) and network security.
• Hands-on experience with OSINT (Open-Source Intelligence) techniques to assess supply chain risk and external attack surfaces.
• Familiarity with ethical hacking, penetration testing, vulnerability scanning, and social engineering tactics.
• Proven ability to influence product strategy and drive technical enablement.
• Exceptional presentation and communication skills, with experience presenting to agency leadership and personnel.
• Bachelor’s degree in Computer Science, Engineering, or related field.
• Ability to travel up to 30%
• Location: Washington D.C., Northern Virginia, Maryland area.