Principal Solutions Engineer

Summary

Join Tines' pre-sales team as a Principal Solutions Engineer to win new customers and partner with Account Executives. Evangelize Tines' SaaS solutions, educating customers on the business value of no-code automation. Demonstrate how Tines integrates with existing technology stacks for efficient automation. The ideal candidate understands customer needs and can showcase Tines' quick deployment for problem-solving. This is a remote position based in the NYC or Atlanta metro areas, requiring regular in-person meetings. The role involves developing strong Tines product knowledge, creating presentations, building demos, managing technical decision processes, collaborating with sales, supporting partners, providing market feedback, mentoring the Solutions Engineering team, and demonstrating thought leadership in automation and integration.

Requirements

• 12+ years of experience in a pre-sales / sales engineering or technology delivery position 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
• 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
• A love for learning, open to giving and receiving feedback and passionate about making clients successful
• Project management skills and ability to deliver customer solutions
• Analytical skills and the 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

Responsibilities

• Develop strong and deep knowledge of Tines no-code automation and apply your knowledge to security & IT operations challenges that our customers face
• Create and deliver strategic presentations to prospective customers and key alliance partners, clearly communicating the value and differentiation of Tines solutions
• Build and demo Tines Stories with customers to show value and win sales
• Manage the technical decision process with customers, setting and managing expectations in proof of value and/or evaluations
• 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, creating new Tines automation stories from customer and partner interactions and more
• Support and act as a mentor to the greater Solutions Engineering team in developing metrics and refining SE operations into best practices that are shared across all SE teams
• Product Expertise: Viewed as an expert in explaining complex technical issues to Architects, IT Decision Makers, and C-level personnel
• Works on multi-faceted problems that always require new and creative thinking and has latitude in making recommendations
• Major participation in community events as a Subject Matter Expert
• Perform discovery in the most complex business and technical environments
• Handle sensitive discovery exercises across multiple conflicting senior stakeholders
• Present the Tines platform in conjunction with associated enterprise technologies in the most complex environments and with expert knowledge of the techniques behind the complex use cases Tines will encounter (e.g., incorporating compliance and data security controls into an architectural approach and presenting the benefits and trade offs of this approach)
• Present the Tines technical strategy and thinking in the evolution of the platform and articulate how this relates to business outcomes
• Be a public spokesperson for Tines’s technical approach and solution in the market
• Value Based Selling: Uses critical judgment within broad techniques, methods, and guidelines
• Acts in a leadership role for solution strategy in accounts and territories as a principal contact with senior company management
• Can operate independently in the opportunity for more than 75% of the time
• As part of this role, will coordinate all appropriate technical resources required including Customer Success, Professional Services, Engineering, and Partners to drive execution of the technical sale
• Coach and Mentor: Provide mentorship and active coaching to less experienced SEs on the team beyond technical capabilities to soft skills, sales skills, etc
• Product Enhancement: Demonstrate thought leadership in the Automation and Integration domains and their evolution

Benefits

Target Annual Compensation (salary + commission): $250-$275k OTE + equity