Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers
Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirements
Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed
Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation
Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions
Travel regionally to client sites as required
Work closely with Account Executives and internal stakeholders across product, marketing, and customer success
Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap
Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires
Be a reliable member of the team, providing coverage and support to customers and peers when needed

Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup
Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience
Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentation
Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners
Experience with AWS and/or Azure co-sell programs and partner ecosystems
Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies
Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment
Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus
Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning.

Fully employer-paid health benefits package; 75% employer-paid dental, vision, and life insurance
$150 home office stipend or company-subsidized co-working space membership near you
Unlimited PTO policy
Small, collaborative team environment
Opportunity to learn and work on the cutting edge of cloud technology

Pre-Sales Solutions Architect

Key skills