Senior Solution Architect

Summary

Join Honeycomb's growing sales team as a Solution Architect, focusing on acquiring mid-sized customers. You will define and build processes for high-volume customer acquisition, build a team of Solution Architects, and strategize with sales leadership. Responsibilities include providing technical support, articulating Honeycomb's value proposition, owning technical customer engagement, designing solutions, delivering product demos, and advocating for customers. This remote-first role requires strong technical and communication skills, experience with development and operations teams, and knowledge of DevOps methodologies. Honeycomb offers a competitive salary, equity, unlimited PTO, a remote-first culture, benefits coverage, parental leave, and an annual development allowance.

Requirements

• Must reside in North America
• 3+ years of technical pre-sales/customer-facing experience
• Experiencing working with development and/or operations teams
• Familiarity with at least three popular programming languages; enough to navigate a codebase and add instrumentation
• Ability to think creatively about a wide variety of challenges. Solution seeker
• Ability to context switch quickly, working to solve challenges for multiple customers daily
• Knowledge of DevOps methodologies and related tooling, especially cloud infrastructure platforms and patterns
• Strong knowledge of current infrastructure and monitoring solutions and technologies
• Understand the purpose and implementation process for Distributed Tracing or APM in at least one application framework
• Exceptional written and oral communication skills. This role requires understanding and articulating both the business benefits (value proposition) and technical advantages of our offering
• Strong history of showing initiative and a high degree of autonomy

Responsibilities

• Define and build the processes associated with Honeycomb’s efforts to acquire mid-sized customers (Core) at high volume
• Define the profile and build a team of successful Solution Architects for Honeycomb’s “Core” business initiative
• Strategize with sales leadership and Account Executives; provide technical support for sales opportunities (or, occasionally, customer success)
• Partner with Sales Team to articulate the Honeycomb value proposition, vision, and strategy to prospective customers
• Own technical engagement with customers during the trial/evaluation phase. Communicate Honeycomb's value based on activities and work with customers on any identified issues or concerns to a successful conclusion
• Design and troubleshooting skills - to assist prospects with designing solutions to complex problems and getting them back on track when things go wrong
• Maintain and deliver product demos, demo experiences, and videos to showcase Honeycomb's capabilities to address prospects' business needs
• Enable engaged trial prospects to move further in the pipe – “Ease of use” features like Open Telemetry
• Advocate for the prospect/customer, enabling them to justify their decision and investment
• Support field marketing needs with other sales resources, e.g., staffing booth and supporting conference sponsorships
• Funnel and prioritize feedback from the field into marketing, product, and customer success teams
• Collaborate with Developer Advocacy to develop and deliver hands-on training

Preferred Qualifications

• Experience with Docker, Kubernetes, and related container technologies
• Experience deploying and configuring workloads in public cloud environments (AWS, Azure, GCP)
• Experience with sales methodologies, including Command of the Message and MEDDPICC

Benefits

• Base + Commission for this role is $220,000- 240,000 based on level of experience
• A stake in our success - generous equity with employee-friendly stock program
• It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
• Time to Recharge - In addition to our Unlimited PTO policy, we have a company wide break at the end of the year
• A remote-first mindset and culture (really!)
• Home office, co-working, and internet stipend
• 100% employee/75% for dependents coverage for all benefits
• Up to 16 weeks of paid parental leave, regardless of path to parenthood
• Annual development allowance