Acceleration Specialist Identity Management (APJ)

The Role at a Glance

We are looking for a high-impact technical leader to own the technical win in our most strategic, complex, and competitive opportunities.

This is not a standard pre-sales role. You will be the architect of our technical narrative, the guardian of quality in our tender responses, and the force multiplier that elevates our regional sales engineering teams.

If you thrive at the intersection of deep identity expertise, cross-functional leadership, and business-to-technology discussions, this is your opportunity to shape how we win and how we scale.

Responsibilities

1. Technical Win Strategy

• Lead the technical response for high-stakes RFPs/RFIs, ensuring consistency, accuracy, and competitive differentiation.

• Architect solutions for grey areas where product capabilities and customer requirements don't perfectly align, mitigating risk while maximizing scoring potential.

• Perform gap analysis between complex customer needs and current product features, designing workarounds, integration architectures, and tailored demonstrations that bridge the divide.

2. Quality Assurance of the Technical Narrative

• Own the standard of excellence for all tender deliverables, reviewing and refining responses to ensure they are compelling, compliant, and commercially sound.

• Turn the review process into a coaching moment, providing constructive feedback that uplifts the technical writing and strategic thinking of regional SEs.

3. Advanced Asset Repository

• Own and continuously evolve our library of Gold Standard assets: customized demonstrations, best-in-class Loopio answer databases, and reusable solution frameworks.

• Package custom work from specific deals into scalable, field-ready assets that raise the baseline competence of the entire organization.

4. Growth Initiatives & Market Evangelism

• Drive new pipeline by showcasing next-generation use cases that go beyond standard SE comfort zones.

• Proactively identify market trends and build new Hero Demos that open doors with prospective customers.

• Accelerate adoption of new product features, figuring out how to sell them right after their launch to first customer cases and equipping the sales team with technical value propositions early.

5. Mentorship & Coaching

• Elevate the quality of regional SEs through hands-on guidance, template reviews, and one-on-one coaching.

• Foster a pedagogical culture, teaching the why behind every fix, not just delivering the answer.

Cross-Functional Leadership

6. Field-to-Product Bridge

• Act as the primary translator between customer-facing teams and Product Management.

• Synthesize the noise of feature requests into coherent, business-justified product requirements that influence the roadmap.

• Unblock technical uncertainty by securing definitive commitments from Product Leadership on Yes, No, or Roadmap decisions-keeping sales teams from making unauthorized promises.

Your Technical Domain

Identity Standards Mastery

• Deep, working knowledge of: OIDC, OAuth 2.0, SAML 2.0, and FIDO2/WebAuthn.

Verification & Compliance

• Expertise in identity proofing workflows (document verification, liveness detection, biometric matching).

• Regulatory fluency in eIDAS v2, PSD2/PSD3, GDPR, and NIST 800-63-with the ability to translate regulatory requirements into technical architecture.

Fraud & Risk Intelligence

• Knowledge of adaptive authentication, behavioral biometrics, and signal orchestration.

• Ability to balance user friction against security posture in real-world deployments.

Authorization Patterns

• Familiarity with fine-grained models (ReBAC, ABAC, PBAC) and complex B2B2C hierarchies (e.g., Delegated Administration).

Ecosystem Integration

• Understanding the landscape of modern web and mobile applications comprehensively and utilizing this knowledge in the context of CIAM platform APIs.

• Using this knowledge to design solution architectures, explain interconnection between different components and build functional demonstrations in AI assisted manner to showcase our capabilities in the actual customer ecosystem (including systems like CRM, LDAP/AD, EntraID, SIEM tools, etc) - and this way articulate how our CIAM solutions fits into broader IT stack of target customer.

Product & Demo Skills

• Art of the Possible Demo Architecture: Use Identity Orchestrator to build impactful, customized demos-then standardize them for global field use.

• Roadmap Alignment: Deep understanding of product vision, ongoing NPI activities, and what's GA vs. Roadmap-with the judgment to know when to sell which.

• Competitive Technical Analysis: Deconstruct competitor solutions, identify weaknesses, and ghost-write trap-setting questions for tenders.

• Tender Acceleration: Leverage AI/LLM tools and prompt engineering to generate high-quality drafts from Gold Standard answers, reducing repetitive writing time by 50%+.

Who You Are

• Technical Authority: You speak with confidence and clarity-able to say no to a bad technical fit or yes to a complex workaround in front of C-level audiences.

• Diplomatic Resilience: You navigate the tension between Sales (who want to say yes to everything) and Product/Engineering (who protect the roadmap) with tact and influence.

• Pedagogical Mindset: You don't just do-you teach. You uplift those around you by explaining the why behind every decision.

• Analytical Nature: You catch the small mistakes that could have contractual consequences-and you fix them before they matter.

• Technical Storyteller: You translate abstract protocols (OIDC redirects, API calls) into business narratives-user experience, conversion rate, brand trust. You speak Business to the CIO and Code to the Architect.

Other Requirements:

• Bachelor's degree in Computer Science, Information Technology, Engineering, or a related field.

• Minimum 8 years of experience in pre-sales engineering, solution architecture, technical consulting, or a related technical role within the identity and access management (IAM) or cybersecurity domain.

• Proven experience leading technical responses for complex RFPs/RFIs.

• Demonstrated experience mentoring or coaching technical teams, with verifiable improvements in team performance.

• Proven ability to manage cross-functional stakeholder relationships between sales, product, and engineering teams.

Good to have:

• Relevant certifications (e.g., CISSP, CISM, TOGAF, or equivalent IAM-specific credentials) are an advantage but not mandatory.