Inside Solution Architect - Security

Location: Toronto/Etobicoke, ON  |  Status: Full-time, Permanent 

Role Overview


The Inside Solution Architect-Security focuses on supporting Account Managers by assisting them with the sale of solutions related to the Security industry. The ISA builds relationships and educates Account Managers on the technologies, resources, and pricing programs available to them.


The Inside Solution Architect-Security develops and maintains strategic relationships with Sales Management of the teams they support and seen as a trusted advisor to grow business.





  • Educates Account Managers by conducting short training classes on Security products.

  • Explains features, benefits, and technical specifications of Security products and solutions.

  • Explains conceptually how Security technologies are installed and implemented for customers.

  • Designs solutions for primary technology products and services.

  • Contributes to the team’s knowledge base and readily shares knowledge with other ISAs and Account Managers regarding Security.

  • Attends mandatory partner trainings.

  • Attain role level certifications.




  • Follows up and responds to questions regarding registrations and closed deals, and escalation needs.

  • Monitors and renews service maintenance contracts.

  • Tracks sales leads, manages sales pipeline from lead to closure for sales over segment threshold.

  • Registers and manages customer proposals in partner registration systems.

  • Produces quotes and BOMs.

  • Creates quotes for high priority RFPs and/or assists with RFP content.

  • Produces sales forecast reports.

  • Reviews quotes and orders for accuracy.




  • Discusses solutions at a conceptual level with customers and potential customers.

  • Explains the solutions features and benefits.

  • Explores additional sales opportunities through new service maintenance contracts and renewals.

  • Advises Account Managers on pricing.

  • Coordinates and collaborates with Partners and Account Managers to map accounts to opportunities and achieve sales goals.

  • Develops and maintains a basic Territory Plan; adjusts quarterly for past performance and future expectations.

  • Responds to requests from customers and Account Managers to respond to customers’ needs.

  • Participates in business-focused technology solution presentations for customers and prospects delivered via web-based tools (e.g., WebEx, Lync) and in person.


  • Bachelor’s, Associate’s Degree or equivalent work experience.

  • 2-year minimum sales experience.

  • Proficient in Microsoft office applications.

  • .Ability to travel up to 20% of the time.

  • Proven success and experience selling technologies solutions and services.

  • Pre-sales experience or demonstrated technical knowledge in relevant practice area.

  • Knowledge and proven success of engaging and working with sales teams..

  • Ability to execute on territory goals and metrics.

  • Ability to adapt and change to the business needs of the practice and team coverage model.

  • Strong interpersonal and presentation skills, including consulting skills.

  • Strong oral and written communication skills.

  • Strong passion for learning and teaching others.