Principal Solutions Engineer

Summary

Join Tines, a leading workflow automation platform, as a Principal Solutions Engineer! This remote position, based in Washington D.C., MD, or VA, requires regular in-person meetings in the region. You will partner with Federal Account Executives to showcase Tines' SaaS solutions and help customers achieve their business goals through no-code automation. You'll conduct discovery meetings, deliver compelling presentations, and manage the technical decision process with customers. This role involves mentoring other Solutions Engineers, representing Tines at industry events, and contributing to product roadmap strategy. The ideal candidate possesses extensive Federal pre-sales experience and a strong technical background.

Requirements

• 10+ years of experience in a Federal pre-sales / Federal sales engineering or technology delivery at a SaaS company
• Strong technical background and experience working with APIs and a curiosity to learn new cloud technologies
• Security and/or IT industry experience within the Federal space
• Strong skills and experience with uncovering customer needs
• Experience with delivering compelling demos to customers and winning technical evaluations
• Experience communicating with business and technical audiences to establish trust and influence key decision makers
• A love for learning, openness to giving and receiving feedback, and a passion for making clients successful
• Project management skills and ability to deliver customer solutions
• Ability to craft actionable insights from complex data
• A startup mentality with the ability to adapt in a fast-paced environment
• Ability to travel up to 30% of the time
• Applicants for this opportunity must be authorized to work for any employer in the U.S

Responsibilities

• Develop strong and deep knowledge of Tines no-code automation and apply your knowledge to security & IT challenges that our Federal customers face
• Create and deliver compelling presentations to prospective customers and key alliance partners as you clearly communicate the value and differentiation of Tines solutions
• Conduct discovery meetings to understand business and technical requirements and translate those to a solution that will help our customers achieve their desired outcomes
• Build and demo Tines Stories with Federal customers to show value and win sales
• Manage the technical decision process with customers within the Federal space, setting and managing expectations in validation events such as proofs of concept
• Collaborate with Sales to identify key use cases to support competitive account strategies that solve customer challenges
• Support enablement of Tines’ priority channel and technical alliance partners and support their pre-sales engineers on customer engagements
• Be a key source of market feedback into the product organization
• Contribute to our knowledge base by sharing key customer experiences & technical competitive insights and creating new Tines automation stories from customer and partner interactions and more
• Support the greater Solutions Engineering team in developing metrics and refining SE operations into best practices that are shared across all SE teams
• Provide strategic thought leadership by driving the strategic direction for Solutions Engineering within Federal, aligning with overall business goals
• Mentor and provide guidance to other Solutions Engineers, fostering professional growth and skill development within the team
• Represent Tines at Federal industry events, conferences, and webinars, showcasing the value of our solutions and establishing Tines as a thought leader in automation
• Lead the design and implementation of complex automation solutions for high-profile customers, ensuring successful deployment and integration
• Work closely with product management, marketing, and engineering teams to influence product roadmap and strategy based on market and customer insights
• Act as a senior advocate for Federal customers, ensuring their needs are met and their feedback is incorporated into product development
• Identify and drive initiatives that enhance the overall effectiveness and efficiency of the sales engineering function, including process improvements and new tool adoption

Benefits

Target Annual Compensation (salary + commission): $230-270k