Senior Solutions Engineer
Remote
Job Summary
Lead technical discovery and qualification alongside Sales Directors, mapping customer requirements to ZeroTier architectures across Layer 1 through Layer 7. Design and run structured POVs with clear success criteria, deliver demos for engineers and executives, and architect solutions including hosted control planes, SSO integration, and sovereign modes. Own competitive positioning in live deals against Tailscale and legacy VPN vendors, respond to RFPs and security questionnaires, and act as the technical escalation bridge to reproduce issues and capture packet-level evidence. Feed win/loss insights back into product roadmaps and build reusable assets like battle cards and POV runbooks. Partner with Customer Success on pre-to-post-sales handoffs to manage early expansion and renewal risk.
Required Qualifications
- 6+ years in solutions engineering, sales engineering, network engineering, or technical consulting
- at least 3 years customer-facing in pre-sales
- Deep networking fundamentals: OSI & TCP/IP models, Ethernet/Layer 2 vs. Layer 3 behavior, routing, NAT and NAT traversal, firewalls and conntrack, DNS, multicast/broadcast semantics, and overlay/underlay separation
- Comfort proving things at the packet level — Wireshark/tcpdump/pcap analysis is a working tool for you, not a party trick
- Strong Linux skills and real cloud experience (AWS/Azure/GCP): VPCs, routing tables, security groups, and hybrid connectivity patterns
- Hands-on familiarity with at least two of: SD-WAN, zero-trust network access, VPN technologies (WireGuard, IPsec, OpenVPN), container networking, or embedded/IoT device connectivity
- Working knowledge of SSO and identity standards — OIDC and SAML flows, IdP integrations (Entra ID, Okta, Google Workspace), and conditional access policies — and how they intersect with network access in enterprise deployments
- Scripting and API fluency (Python, Bash, or similar) — you can automate a demo environment, exercise a REST API, and read example code in Go or Rust
- A solid working understanding of modern cryptography: symmetric vs. asymmetric encryption, key exchange, digital signatures, PKI, and TLS
- A practical grasp of the quantum threat model — why cryptographically relevant quantum computers break RSA/ECC, and why 'harvest now, decrypt later' makes this a today problem for long-lived data
- Familiarity with the NIST post-quantum standards (FIPS 203 / ML-KEM, FIPS 204 / ML-DSA, FIPS 205 / SLH-DSA), hybrid classical + PQC schemes, and crypto-agility as an architectural principle
- Awareness of the compliance landscape driving adoption: CNSA 2.0 timelines, FIPS 140-3 validation, and PQC mandates emerging across government and regulated industries
- The ability to translate all of the above into plain-language business value for a non-cryptographer audience — without overselling or hand-waving
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