Cloud Software Group · 1 day ago
Principal Solutions Specialist
United States
Full-time
Remote
Lead/Staff
$173K/yr - $259K/yr
12+ years expCloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. They are seeking a Principal Solutions Specialist to own the technical sales strategy, design solution architectures, and lead customer success initiatives related to secure remote development solutions.
Information TechnologySoftwareWeb Development
Responsibilities
Own the technical sales strategy for SDS in your accounts/territory; partner with AEs on account plans, qualification, and opportunity strategies
Run multi‑persona discovery (Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk
Design solution architectures for secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned to DevSecOps controls
Deliver tailored demos, workshops, and technical briefings that connect SDS features to measurable outcomes (time‑to‑first‑commit, build times, PoC cycle time, VDI cost reduction, DLP posture)
Create and present value narratives and executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g., Codespaces, Gitpod, Coder)
Co‑orchestrate PoCs/trials with Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value
Feed market and competitive insights back to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOps alignment, SBOM/SCA/credential management)
Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliver integrated architectures and joint wins
Contribute to enablement (internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content
Translate security and compliance requirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns
Guide customers through operating model choices (vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance
Lead the technical close plan: architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan
Qualification
Required
12+ years (8 years with a Master degree) in technical sales/pre‑sales (Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals
Practical understanding of CDEs and developer workflows: Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries
Working knowledge of Zero Trust patterns (ZTA/SPA), SSO/IdP (OIDC/SAML), networking (ingress/proxy, L7), and security controls (DLP, least‑privilege, secrets)
Comfortable with DevSecOps concepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction
Excellent storytelling and whiteboarding skills; able to brief executives and go deep with architects; strong written communication (diagrams, proposals, RFP/RFI)
B.S. or M.Sc. in CS/EE or equivalent
Benefits
Healthcare
Life insurance
Disability benefits
401(k) plan and company match
Company
Cloud Software Group
Cloud Software Group to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed.
10001+ employees
H1B Sponsorship
Cloud Software Group has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (79)
2024 (126)
2023 (105)
Funding
Current Stage
Late StageLeadership Team
Tom Krause
Chief Executive Officer
Tom Berquist
Chief Financial Officer
Recent News
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