Solution Architect, New Logo (Presales)

Accountabilities: Partner with account executives to understand prospective customers' business and technical requirements and develop customized solution architectures. Translate customer objectives and challenges into clear technical requirements, solution designs, and recommendations. Lead discovery sessions, technical presentations, and product demonstrations for prospective customers in both English and Spanish. Design and deliver compelling Proof of Value (POV) engagements to demonstrate solution capabilities, business benefits, and technical impact. Explain complex technical concepts and product capabilities in ways that resonate with both engineering teams and business decision-makers. Support the transition from presales to post-sales, ensuring continuity, clear documentation, and alignment of customer expectations. Prepare and respond to Requests for Proposals (RFPs), Requests for Information (RFIs), and technical questionnaires, including those from Spanish-speaking markets. Represent the organization at industry events and conferences, communicating the value of modern DevOps and DevSecOps practices. Share customer feedback, technical challenges, and emerging market trends with product teams to help inform product strategy and roadmap development. Stay informed about developments in DevOps, cloud infrastructure, software architecture, and software development technologies to maintain strong technical expertise. Requirements: 7–10+ years of experience in technical sales, presales, or sales engineering roles. Familiarity with the MEDDPICC sales methodology is an advantage. Professional fluency in both English and Spanish , with the ability to conduct technical discussions, presentations, and written communications in both languages. Strong expertise in DevOps tools and methodologies, including Docker, Kubernetes, CI servers, Git, Artifactory, and software build tools. Demonstrated experience designing and building software delivery pipelines using a range of DevOps technologies. Mandatory hands-on experience with Linux systems and at least one major cloud platform: AWS, Microsoft Azure, or Google Cloud Platform (GCP). Familiarity with software architecture design, scalable product development, and hybrid on-premises and cloud environments. Proven experience delivering technical demonstrations and Proof of Value engagements to diverse audiences, from technical specialists to senior business stakeholders. Strong understanding of customer-facing technical consulting and the ability to connect technical solutions with measurable business value. Excellent communication, presentation, and interpersonal skills, including the ability to simplify complex technical concepts for different audiences. A customer-focused mindset, proactive attitude, strong problem-solving abilities, and enthusiasm for learning and addressing complex technical challenges. Ability to collaborate effectively with sales, product, engineering, and customer success teams in a dynamic environment. Benefits: Base salary: The advertised salary range is listed as $XXX,XXX–$XXX,XXX; the actual base compensation will depend on skills, qualifications, experience, and work location. Eligibility for discretionary bonuses or commission payments. Equity compensation through restricted stock units (RSUs). Participation in an Employee Stock Purchase Plan. Comprehensive employee benefits, including medical, dental, and vision coverage. Retirement benefits. Wellness programs and additional employee benefits. Opportunity to work remotely within the United States. Exposure to innovative DevOps and DevSecOps technologies and the opportunity to influence technical solutions for prospective customers.