Solutions Engineer

Technical pre-sales role for a developer infrastructure platform, leading discovery, demos and proofs of value with enterprise customers across DevOps, platform engineering, security and software teams.

Overview

This is a technical pre-sales role with a fast-growing developer infrastructure company building a cloud-native platform for artifact management and software supply chain security.

The platform gives organisations a secure place to store, manage and distribute the packages, dependencies and container images used to build and deploy software. It integrates directly into development pipelines, helping customers identify vulnerabilities, enforce security policies and maintain control over their software supply chain.

As a Solutions Engineer, you’ll act as the technical bridge between prospective customers and the sales, product and engineering teams. You won’t simply deliver the same demonstration repeatedly. You’ll need to understand how each customer develops and releases software, identify their technical and security challenges, and design a solution that fits their environment.

The Role

Working closely with Account Executives, you’ll lead the technical side of enterprise opportunities from initial discovery through to successful validation.

This is on the commercial side, but it isn’t a traditional sales role. The Account Executive will own the wider customer relationship and commercial process, while you take responsibility for demonstrating that the platform can solve the customer’s technical problems.

What You'll Be Doing

Conduct technical discovery with engineering, DevOps, platform and security teams

Understand customers’ architecture, tooling, workflows and security requirements

Design secure, scalable solutions using the platform

Deliver tailored product demonstrations and technical presentations

Build and lead proofs of concept and proofs of value

Agree measurable success criteria for technical evaluations

Design integrations across CI/CD pipelines, cloud platforms and developer tooling

Respond to technical questions, RFPs, security reviews and architectural concerns

Troubleshoot issues that arise during customer evaluations

Help prospects understand how the platform compares with alternative solutions

Support customer onboarding, training and knowledge transfer

Document solution architectures, configurations and integration best practices

Relay customer feedback to product and engineering teams

Contribute to technical collateral, webinars, documentation and configuration examples

What You'll Need to Succeed

At least three years of experience in Solutions Engineering, Sales Engineering, technical pre-sales or a closely related customer-facing technical role

Strong knowledge of DevOps, CI/CD and modern software delivery

Experience selling or demonstrating technical products to engineering, platform or security teams

Experience conducting technical discovery and translating requirements into practical solutions

A track record of delivering product demonstrations, PoCs or proofs of value

The ability to manage a technical evaluation from initial requirements through to a defined outcome

Strong communication skills across technical and non-technical audiences

Experience working with enterprise customers and multiple stakeholders

The ability to answer technical objections and clearly communicate product value

A willingness to remain hands-on with integrations, configuration and troubleshooting

The right to work independently in the United States without requiring sponsorship

Useful experience includes:

Artifact repositories and artifact management

Package management and dependency management

Container registries and container security

Software supply chain security

Software composition analysis and vulnerability scanning

Docker and Kubernetes

Jenkins, GitHub Actions, GitLab CI/CD or Azure DevOps

What's In It for You

Represent a developer infrastructure platform solving real problems across artifact management and software supply chain security

Work directly with DevOps, platform engineering, application security and software engineering teams

Lead technical discovery, demonstrations and proofs of value throughout enterprise sales cycles

Feed customer requirements directly into product development and help shape the technical pre-sales function

Join a well-funded, scaling technology company with ambitions to become foundational infrastructure for global software delivery

Location and Travel

Primarily remote, Greater Boston/NYC

Occasional travel for customer meetings, industry events and company gatherings

Robert Emerson

Recruitment Consultant & Eternal Student (Horticulture, HR & Org Psych)