Solutions Consultant

Role Description

As a Solutions Consultant specializing in Security and Data Protection, you will serve as a trusted technical advisor to our North America and Latin America customers evaluating Dropbox as part of their broader security, data protection, and governance strategy. Fluency in Portuguese is required for this role, as you will work directly with Portuguese-speaking customers and stakeholders across the region.

You will partner closely with Account Executives and customers to uncover security and business requirements, design solutions, demonstrate technical capabilities, and validate how Dropbox can help organizations discover, protect, govern, and securely collaborate on sensitive content.

The ideal candidate combines strong presales and customer-facing skills with deep expertise in modern data security. You should be comfortable engaging security practitioners, IT leaders, architects, and executives on topics including Data Access Governance (DAG), Data Security Posture Management (DSPM), Data Loss Prevention (DLP), data classification, Cloud Access Security Broker (CASB) technologies, Identity and Access Management (IAM), and Zero Trust.

You do not need prior experience with Dropbox's security products. We are looking for someone who understands the underlying security problems deeply and can quickly apply that expertise to Dropbox's platform and customers.

Responsibilities

• Partner with Account Executives throughout the sales cycle as the technical and security subject matter expert.
• Lead technical discovery to understand customers' security architecture, sensitive data landscape, access models, security operations, compliance requirements, and business objectives.
• Help customers identify and understand risks associated with sensitive content, excessive access, external sharing, inappropriate permissions, and data loss.
• Translate customer security requirements into solution architectures, controls, workflows, demonstrations, and technical validation plans.
• Demonstrate Dropbox security and data-protection capabilities through customer specific use cases rather than feature led presentations.
• Design and execute proofs of concept and technical evaluations with clear success criteria and measurable outcomes.
• Advise customers on how Dropbox fits within their broader security ecosystem, including identity, DLP, CASB/SSE, SIEM/SOAR, and data-security platforms.
• Engage with Security, IT, Risk, Compliance, and business stakeholders and communicate effectively from practitioner through executive levels.
• Partner with Product, Engineering, Product Marketing, and other technical specialists to represent customer requirements and field feedback.

Requirements

• Minimum of 4 years in a customer-facing technical experience: Experience in a customer-facing role such as Solutions Consulting, Sales Engineering, Security Architecture, Security Consulting, or a similar position, including technical discovery, solution design, demonstrations, and technical validation with enterprise customers.
• Enterprise and SaaS security expertise: Strong knowledge of enterprise security architecture and modern approaches to protecting sensitive data across SaaS and cloud environments.
• Data Loss Prevention (DLP) and classification: Deep understanding of DLP, data classification, and sensitive-data discovery, including identifying sensitive content, policy creation, detection, alerting, investigation, and remediation.
• Data Access Governance (DAG) and DSPM: Strong understanding of Data Access Governance and Data Security Posture Management, including effective permissions, excessive access, external sharing, public exposure, sensitive-data exposure, risk prioritization, least privilege, and remediation.
• CASB and the broader security ecosystem: Strong understanding of CASB technologies and how SaaS applications integrate into an enterprise security architecture, including DLP, SSE/SASE, SIEM/SOAR, and other data-security controls.
• Identity, access, and Zero Trust: Understanding of IAM and Zero Trust principles, including SSO, SAML, OAuth/OIDC, SCIM, MFA, RBAC, conditional access, and the relationship between identity, permissions, sharing, and data exposure.
• Technical solution selling and communication: Ability to translate complex security risks and customer requirements into architectures, controls, demonstrations, and proof-of-value criteria, while communicating credibly with security practitioners and connecting technical capabilities to business outcomes for executive stakeholders.
• Fluency in Portuguese and English
• Ability to travel domestically and internationally, no more than 20% 

Preferred Qualifications

• Data security platform experience: Hands-on or presales experience with DSPM, DAG, data governance, or data classification platforms such as Varonis, Cyera, BigID, Microsoft Purview, or similar technologies.
• CASB/SSE/DLP platform experience: Experience with enterprise security platforms such as Netskope, Palo Alto Networks, Zscaler, Microsoft Defender for Cloud Apps, Forcepoint, Broadcom/Symantec DLP, or similar technologies.
• Identity and access management experience: Experience with identity platforms such as Microsoft Entra ID, Okta, or Ping Identity and applying identity, permissions, groups, and least-privilege principles to SaaS applications.
• Security ecosystem and integration experience: Familiarity with SIEM/SOAR platforms, APIs, OAuth, event and audit logs, and security integrations, with an understanding of how SaaS and data-security solutions fit into a customer's broader security architecture. 
• Security and compliance frameworks: Experience applying security, privacy, or regulatory frameworks such as NIST CSF, CIS Controls, ISO 27001, SOC 2, HIPAA, GDPR, or PCI DSS to enterprise customer requirements.
• Relevant industry certifications are valued but are not required. Examples include: CISSP, CCSP, CompTIA, relevant Microsoft Security certifications, relevant certifications from Netskope, Palo Alto Networks, Zscaler, Okta, or other enterprise security vendors

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation