Outbound Solutions Architect

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About this role

Outbound Solutions Architect Remote - USA About the Role Abnormal AI is seeking an Outbound Solutions Architect to serve as a technical expert and trusted advisor to existing customers. The primary focus of this role is assisting organizations in transitioning from legacy third-party Secure Email Gateways (SEGs) to platform-native email security (M365/GWS), tightly integrated with Abnormal AI's platform. In partnership with Customer Success Managers (CSMs) and Professional Services Consultants (PSCs), you will own SEG displacement opportunities end-to-end - leading architecture-level technical discussions, running deep discovery, articulating the technical and business value of Abnormal AI's platform, and orchestrating successful migrations. The ideal candidate will have deep expertise in email security, a hunter mindset, a proven ability to carry a quota in an outcome-based environment, and the instincts to earn trusted advisor status with large enterprise customers. What you will do - Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs) - Generate interest in SEG displacement and drive discovery of priority opportunities, ensuring a strong displacement pipeline of well-qualified accounts - Lead architecture-level conversations and confidently address common SEG displacement objections with technical depth and credibility - Translate the SEG capabilities customers rely on - DLP, URL isolation, DMARC services, SMTP relay, sandboxing - into Abnormal-equivalent workflows or partner solutions - Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation - Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections - Collaborate on product

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