Senior Sales Engineer, Azure DevOps & Cloud -US (West Coast - Full remote) - up to 200 000$ + incentives

InCycle Software is hiring a Senior Sales Engineer to open and grow accounts for its Azure, GitHub and DevOps consulting services. The role combines hands-on technical discovery and solution design with owning the sales cycle, closing engagements and expanding client accounts.

Responsibilities:

• You own a territory centered on the West Coast and extending through the Mountain and Central timezones, and you are measured on net-new and expansion revenue in it
• Living in the Pacific time zone matters: the Microsoft and GitHub field teams you will co-sell with, the clients you will visit and the events you will work are there, and the role does not function from the East Coast
• Deals come from three places: the Microsoft and GitHub account teams in your territory, who bring you into their customers' modernization and DevOps conversations; inbound from InCycle's webinars, accelerators and content; and your own prospecting into companies that are mid-migration, mid-GitHub-adoption or stuck on legacy pipelines
• A typical cycle runs six to sixteen weeks
• You lead the discovery conversation with a VP of Engineering or a CTO, run the technical assessment or strategy session yourself, draw the target architecture, write the proposal and statement of work with the delivery lead, price it, and close it
• There is no separate solutions architect doing the technical half; you are the technical half and the commercial half
• After signature you stay on the account as the executive sponsor and grow it
• You report to the President and sit in InCycle's planning and strategy meetings
• Own a revenue target for the West Coast first, and the Mountain and Central time zones with it,across InCycle's Azure, GitHub, DevOps, modernization and data and AI services, and build the pipeline to hit it
• Build working relationships with Microsoft and GitHub account executives, cloud solution architects and partner development managers in your territory, and become the partner they bring into DevOps and modernization opportunities
• Lead discovery with engineering leadership: understand their current pipelines, cloud estate, release cadence, governance and pain points, and translate that into a scoped engagement
• Run technical assessments, strategy sessions and briefings yourself, including Azure DevOps and GitHub strategy sessions, platform engineering and governance accelerators, and modernization smart starts
• Write proposals and statements of work with the delivery practice leads, estimate effort, price the engagement and negotiate it to signature
• Position Microsoft and GitHub funding programs correctly, including Azure Migrate and Modernize, Azure Innovate, ECIF and GitHub partner incentives, and manage the paperwork with the partner teams
• Stay on closed accounts as the executive sponsor, run quarterly reviews with the client and the delivery team, and expand into adjacent work
• Represent InCycle at Microsoft and GitHub field events, user groups and conferences in your territory, and contribute to webinars and content that generate inbound demand
• Bring what you hear in the market back into InCycle's services, pricing and accelerators, and take part in company planning and strategy
• Keep the CRM accurate and forecast with discipline; travel roughly [travel percentage] of your time to client sites and partner meetings

Requirements:

• Based in the Pacific time zone, or in the Central time zone, with legal authorization to work in the United States
• We do not sponsor visas for this role
• 7+ years in software, DevOps or cloud engineering, with at least 3 years hands-on in Microsoft Azure in production: Azure DevOps or GitHub Actions pipelines you built, Terraform or Bicep you wrote, workloads you ran on AKS or similar
• The ability to run a technical discovery or architecture session with a principal engineer on your own, whiteboard a target state, and tell a good modernization plan from a bad one
• A working understanding of Azure landing zones, governance, identity and networking, and of what a modern engineering transformation involves for a team of 50 to 500 developers
• Credibility that survives the room: client engineers should leave the first meeting believing you have done this work, because you have
• 3+ years in a role where you scoped, proposed and helped close professional or consulting services engagements of $100K to $1M+, as a sales engineer, solutions architect, pre-sales lead, practice lead or seller, with results you can point to
• Experience working with or through the Microsoft field, and a current network of Microsoft or GitHub account teams, partner managers or customers on the West Coast or in the central United States