About the role
About Opal Security: At Opal, we’re building modern identity governance for the AI era – intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation. The Role: As a Solutions Engineer, you'll sit at the intersection of product, customer, and sales – helping prospective customers understand the technical value and feasibility of Opal’s platform. You’ll be responsible for guiding prospective customers through the technical value and feasibility of Opal’s platform, leveraging your deep technical expertise to influence decisions and shape long-term partnerships. You will work closely with product, sales, and engineering teams to ensure our solution meets customer needs while driving business value. Your leadership will be key in testing and refining product-market fit, and ultimately driving customer success. What You’ll Do: Guide technical evaluations : Architect and oversee Proof-of-Value (POV) engagements, ensuring customers can effectively assess how Opal integrates into their enterprise environment and addresses their unique needs. Translate needs to impact : Translate complex customer use cases and security objectives into actionable solutions, advising on best practices for seamless implementation while maximizing value. Build deep customer trust : Act as a senior technical advisor, balancing strategic thought leadership with hands-on guidance to address technical challenges and foster long-term trust. Partner with sales : Partner with sales teams to drive deal progress, engage key stakeholders, and ensure alignment between technical solutions and business outcomes. Bridge product and market : Capture and synthesize customer feedback and pain points, and partner with Product Development and Engineering to influence roadmap decisions and prioritize market-relevant features. Advocate for tradeoffs : Lead nuanced discussions around customer-specific needs and product design tradeoffs, helping Opal remain scalable while meeting enterprise demands. You Might Be a Fit If You: Have 5+ years of experience in a solutions engineering, sales engineering, or technical customer-facing role – ideally in cybersecurity, identity, or infrastructure. Combine deep technical knowledge with the ability to communicate complex concepts to diverse stakeholders, balancing technical depth with strategic insight. Are energized by complexity and ambiguity, and skilled at distilling it into clear plans and confident decisions. Are comfortable in cross-functional environments, influencing both internal product strategy and external customer outcomes to ensure the success of both. Have expertise in modern enterprise technology – e.g., SSO, RBAC, cloud IAM, data access governance, etc.