Lead Solutions Engineer - SF or Remote in US/Canada

Operant AI - San Francisco, CA

Full-time - Mid Level

Remote - San Francisco, CA

About the position

The Lead Solutions Engineer at Operant is a pivotal role within the Go-To-Market (GTM) team, focusing on cloud-native technologies, particularly Kubernetes and APIs. This position involves engaging with customers to understand their needs, providing pre-sales and post-sales support, and demonstrating Operant's unique cybersecurity solutions. The ideal candidate will have a strong technical background and the ability to communicate effectively with various stakeholders, including security engineers and executives, to ensure customer success and satisfaction.

Responsibilities

• Provide pre-sales support to customers in deploying, configuring, and onboarding with Operant, anticipating any technical objections or potential barriers and proactively addressing them.
• Provide post-sales support to top customers to expand usage to new users and use cases that provide value to the customer while building long-term relationships with key stakeholders.
• Understand customer needs and translate those needs into POC and onboarding plans that demonstrate Operant's value quickly and with minimal friction.
• Own POC success - drive its execution and customer engagement during POC period.
• Create custom demos highlighting capabilities as they relate to customer's priority use cases.
• Perform product demos live in the field or via video conference, telling a cohesive story and highlighting use cases and features that demonstrate Operant's competitive edge and super fast time to value.
• Work with engineering to build and support customer POC/POV solutions when necessary.
• Contribute to relevant content that supports the sales process, including documentation, blog posts, and sales enablement assets.
• Attend conferences and client meetings, serving as a product and brand representative, performing live demos, engaging with prospects, and facilitating implementations within customer environments.
• Write external facing documentation describing product onboarding, key workflows, and APIs.
• Present talks and conduct workshops and activities such as Capture-the-flag exercises for security engineers and practitioners at meetups and conferences.

Requirements

• 4+ years of experience in a similar role
• Experience selling to or working in cloud-native or hybrid environments at Fortune 1000 companies, cybersecurity experience a major plus
• Significant knowledge of Kubernetes and cloud security with the ability to speak articulately and accurately with knowledgeable people about the problem space and Operant's differentiated solution
• Comfort with and passion for customer interactions and relationship building
• Experience performing demos in front of both technical and business focused prospects
• Familiarity with Go and Kubectl to adapt customer facing applications and code
• Impeccable written communication skills
• Experience working in a fast-paced startup environment
• Proactive and creative in anticipating potential challenges and offering solutions with quick response times and exceptional social and professional judgment in all customer interactions
• Open, curious and receptive to new ideas and ways of doing things
• Willing to mentor new members of the team as the company grows
• Ability to travel domestically and internationally from time to time
• Bachelor's degree in Engineering, Computer Science, or a comparable field is preferred

Benefits

• Medical, dental and vision insurance
• Life insurance
• 401k
• Paid holidays
• Generous PTO
• Stock options