Solutions Architect

Job description

AI is being run everywhere, by humans and agents. Harmonic Security governs all of it. The AI Governance and Control (AIGC) platform understands user / agent intent and data context in real time, giving security teams visibility and control across every tool and workflow so companies can move faster with AI while minimizing risk. We operate in one of the fastest-moving spaces in tech: the emerging intersection of AI and cybersecurity. It's a market still being defined, and we're among the first to build natively for it - protecting sensitive data in real time, at the endpoint, with minimal friction for the teams using it. Enterprises get full visibility and control. Their people get to innovate without guardrails slowing them down. Named to the **Rising in Cyber 2026** list, Harmonic is gaining serious recognition and serious traction. We're led by deep cybersecurity expertise and backed by investors who know the space: **N47, Ten Eleven Ventures, and In-Q-Tel**. As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build. ## **How We Work: AI-First by Design** Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to that same standard. Everyone here actively leverages AI tools to perform their best work — from deep research and writing to building robust processes and automating complex workflows. We expect every new hire to bring a genuine curiosity for AI and a commitment to using it to work smarter, faster, and with greater creativity. For some, this involves tinkering and remaining open to emerging tools; for others, it means architecting entirely new systems with AI at the core. We will be transparent about expectations for every role and provide the tools and support needed for you to thrive. ## **About the Role** You'll report to the Head of Solutions Architecture and work closely with product, engineering, marketing, and partner teams - serving as the technical bridge between prospects evaluating our platform, customers deploying it, and the internal teams driving its evolution. Your days will be a mix of engaging prospects and existing customers through technical storytelling, building and executing proof of value (POV) plans, and ensuring real-world requirements are clearly translated into product feedback. You'll be expected to carry a high volume of concurrent engagements, stay highly organized, and make confident decisions about where to focus without waiting for direction. ## **What You'll Do** - Own all pre-sale technical activities end-to-end from discovery through POV completion and close, collaborating closely with customers to demonstrate how Harmonic simplifies data protection for the GenAI era - Work as part of the US/North America sales team to close new business opportunities and support existing customers throughout the lifetime of their contracts - Act as the voice of the customer internally, clearly translating technical blockers and requirements into actionable product feedback - Work closely with product and marketing to turn deep technical insights into compelling content and messaging - Contribute to the SA team's technical assets library - demo environments, integration scripts, POV playbooks) so the whole team moves faster - Stay on top of the competitive landscape to help shape our story and spotlight what makes Harmonic stand out ## **What You Bring** - A proven track record in a solutions engineering or presales engineering role in the enterprise security space - Must reside on the West coast to work with our West coast customers - Hands-on, day-to-day experience with AI productivity tools — both browser-based (ChatGPT, Gemini, Perplexity) and application-integrated (Claude, Claude Cowork, GitHub Copilot, Cursor) — and a practical understanding of how these tools handle sensitive data in enterprise environments - Demonstrated ability to thrive in fast-moving environments. Highly organized, able to manage competing priorities and a high volume of concurrent engagements, context-switch quickly, and make sound judgment calls about where to focus without waiting for direction - Hands-on experience deploying and managing software in enterprise environments, including working with MDM solutions such as Intune, JAMF, and Kandji - Comfort operating in ambiguity. Confident using new tools and environments, and troubleshooting live issues under pressure - Scripting experience (Python, shell, PowerShell, or similar) - A proactive, hands-on mindset. You take ownership, solve problems independently, step up for new challenges, and support the people around you ## **Bonus Points if You Have** - Experience in customer-facing post-sales roles such as technical customer engineering or technical account management - Familiarity with value-driven solution selling. Able to connect technical capabilities directly to customer business outcomes and articulate ROI throughout the sales cycle ## **Why Join Us** This isn't just a job - it's a chance to help define a category. Harmonic Security was named to the **Rising in Cyber 2026** list, and we're just getting started. We're building at the intersection of AI and security, carving out an emerging market where the rules haven't been written yet, and the people who join now will write them. We believe today's talent is tomorrow's success, and we're committed to creating an environment where you can do the best work of your life. - **Recognized momentum** - We made the Rising in Cyber 2026 list, a signal that the market is taking notice - **Rare market opportunity** - Join early in a category-defining company at the convergence of AI and security, where your work directly shapes how enterprises tackle one of the biggest unsolved problems in tech - **Competitive pay and meaningful equity** - A real stake in Harmonic's success, not a token gesture - **Comprehensive benefits** - 401K, pension plan, generous PTO, and flexible hybrid work - **A small, high-trust team** that values transparency, creativity, and continuous learning - no politics, no bureaucracy - **Thoughtful leadership** - that cares deeply about your growth, not just your output - **Annual global off-sites** - past trips include Lisbon, Portugal and Nashville, TN - **Real ownership** - you'll shape the product, the culture, and the direction of the company from day one ## **Harmonic's Core Values** ## ### **🌱 Flourish in the Unknown** We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. ### **🔥 Never Full** We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more. ### **🤝 Perfect Harmony** We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work