Solutions Architect/Sales Engineer

Solution Architect

Join fuses wired and wireless networking with Secure Access Service Edge into Graphite™, the first unified Secure Agentic Networking Platform. Powered by AgenticOps and delivered on OpenLAN standard hardware, Graphite's novel architecture delivers superior business outcomes with best-in-class reliability and performance. Join's modular approach allows customers to respond flexibly to their business priorities, implementing the elements of the platform they need today, while seamlessly growing their implementation as their needs evolve. The result is industry-leading contextual, real-time telemetry and observability that automates network operations and reduces operational complexity.

Join is seeking a Solution Architect to work with sales and product teams to interpret customer requirements and deliver solutions. This person will be responsible for pre-sales activities including assisting with qualifying customers', site surveys and creating systems designs. This role will be instrumental to the success of the company to gain customer adoption and successful implementation of wired and wireless network deployments. The job is located in Silicon Valley.

What You'll Do

• Pre-sales – assist in qualifying sales leads from a technical standpoint.
• Sales calls – be the main technical resource on sales calls and answers/educates the customer and partner on issues ranging from features, specifications and functionality to integration
• Work with Corporate and Field Marketing teams, to help understand specific market needs in order to drive the appropriate activities that can impact positively market's perception towards Join
• Demonstrate an understanding of what the customer will need in terms of on-going service and manage expectations on the customer and sales side
• Develop and deliver product demonstrations that explain key technical aspects of solutions that will benefit customers and prospects
• Provide answers to client questions about our product, servicing, and other technical aspects of the services
• Successfully tailor demonstrations for customers, trade shows, and special events
• Be able to think critically and suggest improvements that might lead to cost savings or other client benefits
• Work with the client to problem-solve through every hurdle during the sales process
• Arrange and, in some cases, lead training for customers
• Research the industry on an on-going basis to know what changes may be on the horizon that will impact current and future sales
• Provide feedback to the team as well as R&D for process or product improvements as required
• Provide clear and accurate responses for RFPs and/or contribute technical solutions directly to proposals
• Work in tandem with the sales team on presentations to ensure accuracy
• Willingness to travel and devote long hours to challenging sales projects
• Perform site surveys for wired and wireless networks
• Create and delivery networking and Wi-Fi design reports to enable operations team to implement wired and wired networks
• Work in tandem with operations team to deliver successful implementations of network designs and system turn-up
• Coordinate system design efforts with third party companies such as cabling vendors, electricians and others as needed

You're Qualified For This Role If You…

• Have 7-10+ years of B2B sales engineering experience
• Demonstrate past success managing complex sales cycles with multiple stakeholders
• Experience winning new business and new logo opportunities
• Successful experience working at companies to deliver disruptive and innovative technologies
• Have extensive experience designing and/or building large wired and Wi-Fi networks
• Deep technical knowledge on computer networks and Internet security.
• Understanding of cloud infrastructure and cloud strategies
• Display outstanding verbal and written communication skills
• Highly organized. Capable of working and multi-tasking across multiple projects.
• Exceptional presenter. Strong ability to present to audiences of all sizes, either at technical level or management level (up to C-level)
• Self-motivated, with ability to work without direct supervision.
• Must be adaptable and flexible
• Must thrive operating in a fast-paced, dynamic environment
• Availability to travel up to 50% of the time
• Availability to travel on short notice
• BS or equivalent experience, graduate degree preferred

You're Perfect For This Role If You…

• Feel a strong passion for technology and a strong aptitude for business strategy
• Have an in-depth understanding of IT service providers, managed services and cloud services
• Have strongly held opinions and principles and the flexibility to learn, grow and adapt
• Want to be part of a team that is going to disrupt many industries
• Are ready to roll up your sleeves and do what it takes to get the job done and win

You'll Need The Following Skills…

• Collaboration : Ability to work closely with peers, executives and individual contributors to a common goal
• Writing : Ability to articulate and document the customers' market problems
• Relationships : Ability to build strong rapport and relationships with customers to gain in-depth understanding of customers' problems and needs
• Listening : Ability to engage customers in order to comprehensively understand their market problem. Ability to understand and capture customer needs accurately
• Presenting : Ability to both create the presentations, communicate directly with customers, and speak in front of small and large audiences
• Process : Ability to structure and craft customer requirements using a formal and structured

What We'll Provide…

• An exciting, fast-paced, high-growth company where you can make an impact from day one
• A company that makes decisions based on facts and data, where your work makes a difference
• A small but experienced team that welcomes the knowledge and experience you bring and values your contribution
• Amazing customers that absolutely love the technology and trust it to deliver important results for them every day
• A great management team that provides unmatched transparency into the business and welcomes diverse ideas and critical thinking
• A great, highly motivated team that has a passion for succeeding together

Compensation: $120,000-170,000 plus variable compensation based on experience

Our team understands and values diversity in our employees and are proud to be an Equal Opportunity Employer.