Solutions Engineer

Glow; Palo Alto (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Glow is seeking a Solutions Engineer to act as a trusted technical advisor during the customer journey. You will translate security challenges into business outcomes by demonstrating Glow's platform and leading technical engagements with customers.

This role blends hands-on technical work with consultative selling, requiring collaboration with Product, Engineering, Customer Success, and Marketing. You will drive technical discovery, architecture discussions, and customer workshops, delivering

Qualifications

• 5+ years in Solutions Engineering, Sales Engineering, Solutions Architecture, or Technical Consulting.
• Experience supporting enterprise software or SaaS sales.
• Strong understanding of cybersecurity technologies and modern enterprise architectures.
• Experience leading technical presentations, product demonstrations, and customer workshops.

Responsibilities

• Partner with Account Executives throughout the sales cycle.
• Lead technical discovery sessions to understand customer environments and objectives.
• Deliver compelling product demonstrations tailored to customer use cases.
• Design and execute POV and POC engagements.
• Present technical solutions to security practitioners, architects, engineers, and executives.

Skills

Solutions Engineering

Sales Engineering

Enterprise SaaS

Cybersecurity knowledge

Public speaking

Tools

APIs

POC tooling

Product demonstrations

Job description

About Glow

Glow is on a mission to transform how enterprises proactively protect the modern endpoint with an agentic-first approach. Our platform gives security teams the visibility, context, and autonomous remediation they've never had before — across every endpoint, application, and AI tool in the environment. We move fast, we build things that matter, and we believe security should be a force multiplier for the business, not a bottleneck. Let's Glow.

About the Role…

As a Solutions Engineer, you'll serve as the trusted technical advisor throughout the customer buying journey. Partnering closely with Account Executives, you'll translate complex security challenges into practical business outcomes by demonstrating how Glow's platform solves real customer problems.

This role combines technical expertise, customer engagement, and consultative selling. You'll lead technical discovery, product demonstrations, proof-of-value engagements, and architectural discussions while collaborating closely with Product, Engineering, Customer Success, and Product Marketing.

We're looking for someone who loves solving difficult technical problems, enjoys working directly with customers, and thrives in a fast-moving startup environment.

What You’ll Do …

Technical Sales

• Partner with Account Executives throughout the sales cycle

• Lead technical discovery sessions to understand customer environments and business objectives

• Deliver compelling product demonstrations tailored to customer use cases

• Design and execute Proof of Value (POV) and Proof of Concept (POC) engagements

• Present technical solutions to security practitioners, architects, engineering teams, and executive leadership

Customer Consulting

• Serve as the trusted cybersecurity advisor during evaluations

• Map customer pain points to Glow's platform capabilities

• Provide architecture guidance and deployment recommendations

• Assist customers with integrations into existing security ecosystems

• Answer technical questions regarding product capabilities, APIs, integrations, and deployment models

Cross-Functional Partnership

• Collaborate with Product Management by sharing customer feedback and feature requests

• Partner with Engineering to solve complex customer challenges

• Work with Customer Success to ensure smooth transitions following closed deals

• Support Marketing through webinars, customer events, technical blogs, and field enablement

Sales Enablement

• Develop reusable demo environments and technical assets

• Create solution playbooks and competitive positioning materials

• Mentor Account Executives on technical messaging

• Contribute to internal enablement and knowledge sharing

What You’ll Bring …

• 5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, or Technical Consulting

• Experience supporting enterprise software or SaaS sales

• Strong understanding of cybersecurity technologies and modern enterprise architectures

• Experience leading technical presentations, product demonstrations, and customer workshops

• Ability to communicate complex technical concepts to both technical and executive audiences

• Experience working alongside Enterprise or Strategic Account Executives

• Excellent presentation, communication, and relationship-building skills

• Willingness to travel up to 30%

• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

At Glow, we believe our greatest strength is our people. We're committed to building an inclusive workplace where every team member feels welcomed, respected, and empowered to do their best work. We know that diverse backgrounds, experiences, and perspectives make us stronger as a company and better partners to our customers.

Glow is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an environment free from discrimination and harassment. We make all employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.