Lead Solutions Engineer - SF or Remote in US/Canada San Francisco - CA

Wirtschaftsförderungszentrum Lünen GmbH; Canada; Remote; CAD 80,000 - 100,000; Full time

Job summary

Join a pioneering cybersecurity firm as a Lead Solutions Engineer, where your expertise in cloud-native technologies and Kubernetes will be pivotal in shaping customer success. This role offers the opportunity to engage deeply with clients, translating their needs into compelling demonstrations and onboarding plans. You will collaborate closely with engineering teams and represent the company at conferences, showcasing innovative solutions that secure AI applications and data. If you're passionate about technology and eager to make a significant impact in a high-growth startup, this is the perfect opportunity for you.

Benefits

Medical, dental and vision insurance

Life insurance

401k

Paid holidays

Generous PTO

Stock options

Qualifications

• 4+ years experience in a similar role with cloud-native or hybrid environments.
• Strong knowledge of Kubernetes and cloud security, with excellent communication skills.

Responsibilities

• Provide pre-sales and post-sales support, ensuring customer success and engagement.
• Create custom demos and perform product demonstrations for clients.

Skills

Kubernetes

Cloud Security

APIs

Customer Relationship Management

Go

Kubectl

Technical Communication

Education

Bachelor's degree in Engineering

Bachelor's degree in Computer Science

Tools

Video Conferencing Tools

Documentation Tools

Job description

Lead Solutions Engineer - SF or Remote in US/Canada

Lead Solutions Engineer

Operant is seeking a lead solutions engineer to join our GTM team. The ideal candidate is a savvy expert in cloud-native technologies, including Kubernetes and APIs, who enjoys digging deep into technical detail to understand customer needs and how Operant’s unique approach can help them secure their entire Kubernetes application stack from infra to APIs, including their AI applications and all of their data in use. The Solutions Engineer should feel comfortable discussing cloud-native security with key technical members of customer teams, including CISOs, Directors of AppSec and CloudSec, VPs of Eng, security engineers and SREs. They should be aware of the cybersecurity competitive landscape (both incumbents and rising startups) and should be passionate about understanding use cases, helping customers succeed both pre and post sale, and partnering with Operant’s engineering team to share customer feedback and feature requests. Experience in delivering compelling demonstrations of cloud solutions and products is essential, with deep knowledge of Kubernetes and AI security challenges highly desirable.

Who We Are:

We’re in business to secure the modern world. Operant’s unique technology solves several of the biggest problems in modern cybersecurity - including several critical use cases in securing AI applications - with an implementation that is so easy that many customers don’t believe that it could possibly be true until they see it in action. Having already been named as a vendor in Gartner’s market guide for API Protection and Kubernetes Runtime Security as well as Forrester’s Zero Trust landscape all in the first half of 2024, the sky is the limit for leading this growing market.

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.

Basic Qualifications:

• 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.

What you can expect from us:

Operant is an equal opportunity workplace where you will find an open and supportive environment to share your thoughts and ideas, while enabling you to springboard your career in a high-growth, high-energy startup.

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