Senior Solutions Consultant (West Coast)

The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2023 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse.

Position Summary

Arkose Labs is looking for an experienced Senior Solution Consultant to join our team and help us on our quest to bankrupt the business of fraud. This Solution Consultant will support our West Coast and APJ Sales Team to achieve their goals by supporting technical customer conversations, leading proof of concepts and driving deals to technical win and closure. 

Each member of The Solution Consulting team actively contributes toward achieving our goals. We are dedicated, respectful, and have the highest standards of ethics and integrity. We rise to the challenge, take ownership and strive to win a positive outcome. The team harnesses a fun, positive, and collaborative environment. We are devoted to a long-term commitment to development and growth that encourages each of us to realize our potential.

As a product expert, you will have a comprehensive understanding of web technology coupled with a business-minded approach to problem-solving, with an entrepreneurial and curious nature, allowing you to apply your technical knowledge effectively. You will also mentor members of the team and provide critical support across the organization. 

Primary Responsibilities:

• Effectively manage sales engagements across the team ensuring coverage for POVs
• Maintain view of sales on West Coast, identify and mitigate risks within opportunities 
• Build individual and team goals. Track and help the team achieve those goals 
• Partner Account Executives and Customer Success Managers to navigate complex, multi-stakeholder opportunities
• Effectively communicate with stakeholders ranging from individual contributors to C-level executives.
• Assist in driving the customer discovery process. Uncover critical business pain
• Evangelize Arkose Labs solutions within a value based sales methodology.
• Prepare and deliver value-based demonstrations linking our solutions to achieving customer objectives and alleviating pain.
• You will help design and build a solution definition with the customer and internal stakeholders, optimize the Arkose Labs solutions' value, and build a foundation for scale.
• You will work on designing, implementing, and tracking Proof of Value (PoV) engagements and the associated KPIs and success criteria. 
• Contribute to the success of the sales organization for US west coast customers and support APJ region.
• Drive the Arkose Labs solution forward through cross-functional collaboration
• Constantly seek to expand your knowledge and skillset to move your performance and career to the next level.

Must-haves:

• 4+ years as a Solution Consultant, Sales Engineer, Technical Account Manager, Security Engineer, or equivalent experience in a rapidly growing SaaS organization
• Excellent written and verbal communication skills, an outgoing personality, and a proven ability to deliver compelling presentations
• A consultative, curious approach to solving customer business challenges
• Experience identifying and prioritizing business pain points and associated metrics 
• A track record of selling enterprise solutions to cross-functional teams
• The ability to listen to the customer and pivot on-demand to address the customer’s needs while maintaining the overall objectives of the meeting 
• Process-oriented yet able to adapt and understand optimal next steps quickly 
• An understanding of both client and server-side web technology and development
• Ability to write SQL statements with complex join statements

Nice to haves:

• Cybersecurity Solution Consulting or Sales Engineering experience with fraud and abuse prevention solutions
• Experience with sales methodologies such as MEDDPICC 
• Client-side development experience: JavaScript, JQuery, React, Vue, or Angular
• Server-side development experience in languages such as Python, Go or NodeJS 
• API development experience with webhooks, ReST calls, pre and post-processing of data, including reading and writing information to a database
• Mobile development - iOS, Android, React Native
• Experience with AWS - S3, Athena, Lambda, or equivalent cloud technologies

Why Arkose Labs?

At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, OpenAI, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.

Why do top tech professionals choose Arkose Labs?

• Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.
• Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
• Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
• Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.

Join us in shaping the future of technology. At Arkose Labs, you’re not just an employee; you’re part of a visionary team driving global change

The most recognizable brands in the world select Arkose Labs, including OpenAI, Roblox, Microsoft, Adobe, Expedia, Snapchat, Zilch, and ZipAir.

We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.

We value:

• People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.
• Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another
• Customer Focus. We empathize with our customers and obsess about solving their problems
• Execution with precision, professionalism and urgency
• Security. It’s the lens through which we implement our processes, procedures, and programs

Benefits:

• Competitive salary + Equity
• 401k plan 
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program 
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.

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