Job Description
Job Title:
Technical ConsultantAbout Skyhigh Security:
Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.
Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.
Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.
We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.
Role Overview:
私たちは、製品およびソリューションに関する優れた技術的専門知識（PoC、デモンストレーション、設計、構築）を提供し、顧客のセキュリティ目標達成を支援する「テクニカルコンサルタント」を募集しています。本職務は、技術的な専門性を軸としつつ、CSMの視点を取り入れ、顧客のライフサイクル全体を通じて信頼されるアドバイザーとして活動します。営業チーム、サポートチーム、および製品チームと密接に連携し、顧客満足度の向上、製品利用の最大化、および更新・拡大機会の創出を推進します。主な職責
1. 営業チームとの戦略的連携
営業チームと同行し、エンドユーザーおよびパートナーとの会議に出席して要件をヒアリングし、Skyhighソリューションの価値を最大化します。
DLP、SSE、DSPMのベストプラクティスを共有し、顧客の要件とソリューションを結びつけ、技術的実現可能性を検証・提案します。
競合分析を行い、Skyhighの競争優位性を技術的およびビジネス的な視点から示します。
社内テレメトリを活用し、導入および拡大の機会を分析・特定します。
営業チームとの週次ビジネスプランミーティングに参加し、アカウントごとの戦略を策定します。
2. 顧客およびパートナーとの信頼関係構築（CSM要素）
担当アカウントの「信頼されるアドバイザー」として、顧客のビジネス成果と製品利用状況の双方を管理し、全体的な健全性と満足度を担保します。
パートナーおよびエンドユーザーと協働し、顧客の目的と望ましい成果を定義したMutual Success Planを策定します。
要件に基づいた詳細なAdoption Planを作成し、ベストプラクティスを推奨します。
定期的なビジネスレビューおよび運用サービスレビュー（QBR/OSR）を実施し、サポート品質、製品活用、推奨ユースケース、および次期展開について報告・議論します。
SIerおよび顧客から製品フィードバックを収集し、継続的な改善サイクルを提案します。
3. Skyhighディストリビューター・リセラー（パートナー）支援
パートナーに対し、導入・展開のベストプラクティス、機能、ユースケースに関するトレーニングを提供します。
ソリューション設計とプロジェクト計画について助言を行い、パートナー主導の展開を成功に導きます。
パートナーからのエスカレーションポイントとして機能し、製品開発チームへのフィードバックを橋渡しします。
4. サポートおよびエンジニアリングとの連携
重大度の高いケースにおいて、外部関係者（顧客・SIer・パートナー）と内部サポートチームの橋渡しを行い、迅速な解決を促進します。
エンジニアリングチームと共有するための詳細な技術情報を提供し、製品強化リクエスト（ER）の妥当性を検証・提言します。
5. 継続的なスキルアップと活動
サポートおよびSE認定プログラムを継続的に取得します。
グローバルのテクニカルコンサルタントと連携し、エンドユーザーの要件を満たす導入計画を作成するとともに、Skyhighのソリューションスイートを活用したベストプラクティスを提案する。
CRMツールやカスタマーサクセスプラットフォームを活用し、アカウントの状態を記録・管理します。
応募資格
必須スキル・経験:
顧客対応の技術職（テクニカルコンサルタント、セールスエンジニア、TAM、またはCSMなど）で6年以上の経験。
サイバーセキュリティ分野（DLP、ネットワークセキュリティ、SSE/SASE）における強固な実務知識。
ファイアウォール、プロキシ、CASB、ゼロトラスト（ZTNA）、SWGの経験。
ネットワークプロトコル、認証メカニズム、セキュリティフレームワークへの精通。
クラウドプラットフォーム（AWS、Azure、GCP）での実務経験。
技術的な内容をビジネス関係者にも分かりやすく伝える高いプレゼンテーション能力。
マルチアカウントを同時に管理し、優先順位を判断するプロジェクト管理能力。
歓迎するスキル・経験:
CISSP、CCSK、CCSP、PMPなどの認定資格。
エンタープライズ顧客およびマルチリージョン展開の管理経験。
SalesforceやChurnZeroなどのCRM/CSツールの利用経験。
Key Responsibilities
Engagement with Skyhigh Sales Team
Attend end user (customer) and partner meetings with the Sales team to gain introductions and understanding of end user’s requirements from Skyhigh
Consult end users and partners on DLP, SSE, DSPM best practices and critical capabilities across the Skyhigh solution suite
Help to connect end user requirements to Skyhigh solutions, validate feasibility and demonstrate Skyhigh features
Understand the competitor landscape and present Skyhigh’s competitive differentiation
Conduct a gap analysis to understand adoption and expansion opportunities in the end user environment using internal telemetry and discussions with the account team
Participate in weekly internal reviews and business planning meetings with the Sales team and actively find opportunities to collaborate closely
Engagement with System Integrators/ End users (Strategic Customers)
Understand the end user’s current entitlements and the Skyhigh solution being used actively in the end user’s environment using internal telemetry tools and discussions with partners and SIs.
Prepare a mutual success plan in discussion with the partner and end user to understand their objectives, use cases and desired outcomes from Skyhigh
Create an adoption plan to meet the end user’s requirements and recommend best practices using Skyhigh’s solution suite
Deploy Skyhigh SSE products and use cases in the customer’s environment as required.
Work with end user/ SI to develop solution designs and project priorities as per best practices to deploy Skyhigh in end user environments
Conduct POCs, business reviews and regular operational service reviews focussing on support quality, product queries, product utilization, adoption and new features/recommended use cases for the customer
Provide custom trainings and gather feedback from SI and end user teams on Skyhigh products
Engagement with Skyhigh Distributor and Resellers (Partners)
Provide training on Skyhigh deployment and adoption best practices, features, use cases and competitive differentiation
Work with partners to advise on solution designs and project plans as per best practices to deploy Skyhigh in end user environments
Observe and assist partner teams when they deploy Skyhigh in customer environments as needed
Gather product feedback from partners and share with internal Skyhigh product team for their review
Engagement with Skyhigh Support Team
The Technical Consultant is not an extension of Skyhigh support and does not need to troubleshoot or resolve end user’s product issues. The end user is expected to follow the standard ticketing process set for raising support tickets to L1 support (via partners) or Skyhigh Support. The SRs will be processed as per Skyhigh’s standard support SLAs
The Technical Consultant may coordinate between external stakeholders (end user, SI, partner) and internal Support team for high severity cases.
Help to prioritize certain support cases and gather necessary technical information to share with Skyhigh core engineering for faster resolution of end user issues. Regular updates will be provided via the support ticket by the assigned support engineer
The Technical Consultant may coordinate between external stakeholders and Skyhigh Support team to validate if an issue requires a product enhancement request and help to raise a request with the Skyhigh Product team and coordinate with them to share updates with the end user
The Technical Consultant may coordinate with Skyhigh support to gather inputs for periodic operational service reviews with end users as required
Self-development Responsibilities
Pass the support and SE certification programs
Build and maintain a Skyhigh tenant and lab with active integrations to test and demo Skyhigh features
Continuous learning on Skyhigh product deployment, competitive differentiators, use cases, new features and industry best practices
Qualifications
General Background and Experience required for a Technical Consultant:
4+ years of experience in a customer-facing technical role (Technical Consultant, Solution Architect, Technical Account Manager, Sales Engineer, or similar).
Strong background in DLP, network security, cloud security, and SSE/SASE solutions.
Experience with firewalls, proxies, CASB, DLP, Zero Trust Network Access (ZTNA), and SWG (Secure Web Gateway).
Proficiency in network protocols, authentication mechanisms, and security frameworks.
Hands-on experience with cloud platforms such as AWS, Azure, or Google Cloud.
Strong troubleshooting and problem-solving skills with a customer-first mindset.
Excellent communication and presentation skills, with the ability to translate technical concepts for various audiences.
Experience coaching and training customers to use technical products effectively.
Ability to manage multiple accounts while prioritizing key customer needs.
It would be great if you also have the following, but they are not required:
Industry certifications such as CCNA Security, Comptia security+, AWS/Azure Security, CCSK/CCSP or CISSP.
Experience working with large enterprise customers and managing multi-region deployments.
Company Benefits and Perks:
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.
Retirement Plans
Medical, Dental and Vision Coverage
Paid Time Off
Paid Parental Leave
Support for Community Involvement
We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
Our Commitment to You :
At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.
Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.
Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.