Why This Job is Featured on The SaaS Jobs
This Principal Solutions Specialist role sits at the intersection of technical pre-sales and product-led platform adoption—an increasingly central function in SaaS categories where buyer committees span developers, security, and IT. The listing signals a cloud workspace and secure remote development use case, with discovery and architecture work grounded in measurable outcomes (e.g., onboarding speed, build performance, compliance posture) rather than feature walkthroughs.
For a long-term SaaS career, the scope provides exposure to how modern SaaS platforms are positioned and validated in complex environments: translating DevSecOps and Zero Trust requirements into deployable patterns, shaping proof-of-concept success criteria, and tying technical decisions to business cases like TCO/ROI. The emphasis on competitive comparisons and feedback loops to Product/PMM also reflects the SaaS operating model where field learning materially influences roadmap, messaging, and repeatable go-to-market assets.
This role best suits senior practitioners who enjoy ambiguity in discovery, can move between whiteboarding with architects and briefing executives, and prefer work that blends customer-facing influence with hands-on systems thinking. It is a strong match for professionals who want to stay close to developer workflows while operating in enterprise deal cycles and multi-stakeholder decision processes.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Sales & Technical Leadership
- Own thetechnical sales strategyfor SDS in your accounts/territory;partner with AEs on account plans, qualification, and opportunity strategies.
- Runmulti‑persona discovery(Developer, Platform/DevOps, Security, EUC) to map pains: VDI costs, WSL friction, compliance, tool sprawl, onboarding speed, data exfiltration risk.
- Designsolution architecturesfor secure remote development using SDS workspaces, policy‑as‑code templates, and Zero Trust access (SPA/NetScaler), aligned toDevSecOpscontrols.
- Deliver tailoreddemos, 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 presentvalue narrativesand executive‑level business cases (TCO/ROI), including comparisons vs. status quo (VDI/AVD/DevBox) and alternatives (e.g.,Codespaces,Gitpod, Coder).
- Co‑orchestratePoCs/trialswith Customer Success and Engineering; define success criteria, test plans, and exit criteria; track risks and mitigation; ensure rapid time‑to‑value.
- Feedmarket and competitive insightsback to Product/PMM; help evolve playbooks, reference architectures, and security guidance (DevSecOpsalignment, SBOM/SCA/credential management).
- Partner with Citrix portfolio teams (NetScaler, SPA, DaaS) and strategic partners (clouds/IDP/Dev tools) to deliverintegrated architecturesand joint wins.
- Contribute toenablement(internal and partner): build repeatable assets—demo scripts, discovery guides, calculators, and objection‑handling content.
- Translatesecurity and compliancerequirements (Zero Trust, DLP, data residency, regulated workloads) into SDS configurations and deployment patterns.
- Guide customers throughoperating model choices(vendor‑managed in customer cloud vs. self‑managed), networking patterns, SSO/IdP integration (OIDC/SAML), and governance.
- Lead thetechnical close plan: architecture validation, success story packaging, references, and handoff to delivery/customer success with a documented plan.
- 12+ years(8 years with aMasterdegree)intechnical sales/pre‑sales(Sales Engineer/Architect/ATS) for platforms or security/Dev tools; proven record influencing complex enterprise deals
- Practical understanding ofCDEs and developer workflows: Git (GitHub/GitLab/Bitbucket), CI/CD, IDEs, containers, Kubernetes, and artifact registries.
- Working knowledge ofZero Trustpatterns (ZTA/SPA),SSO/IdP(OIDC/SAML),networking(ingress/proxy, L7), andsecurity controls(DLP, least‑privilege, secrets).
- Comfortable withDevSecOpsconcepts (SBOM/SCA, policy‑as‑code, supply‑chain risks) and mapping controls to developer experience without adding friction.
- Excellentstorytelling and whiteboardingskills; 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.
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.
NY generally ranges: $172,960-$259,440
CA generally ranges: $180,480-$270,720
All other locations fall under our General State range: $150,400-$225,600
Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
About Us:
Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.
