Conduct in-depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements.
Tailor and deliver compelling product demonstrations and technical presentations that showcase how our solution addresses their needs.
Design, scope, and manage technical evaluations and Proof of Concepts, ensuring the successful setup and demonstration of value within the customer's environment.
Partner closely with Account Executives to develop and execute technical sales strategies.
Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape.
Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides.
Deliver technical training to the broader Sales organization.

Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience.
10+ years of experience as a Sales Engineer or Solutions Architect in the software industry.
Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack).
Familiarity with cloud-native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP).
Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.

Principal Solutions Engineer

Key skills