Solutions Engineer (Pre-Sales)

Aliz; New York (NY); Remote; USD 120,000 - 160,000; Full time

Job summary

Aliz is seeking a Solutions Engineer to be the technical voice in front of prospects, owning the pre-sales motion from demos to technical narratives. You will demo BigQuery slot economics and tailor talks to engineers, collaborating with the sales team across the US.

This is a sales-focused role, not engineering, with responsibility for discovery, conference presence, handling objections, defining PoC success, and feeding product feedback.

Qualifications

• 4+ years in pre-sales or solutions engineering in technical B2B software.
• Hands-on experience as an engineer, primarily in data.
• Exceptional presentation and communication skills; comfortable demoing to engineers and speaking on stage.
• Working fluency in Google Cloud and BigQuery; credible on slots, reservations, billing exports, and cost drivers.
• Track record of building trust with platform engineers, data leads, and FinOps/engineering leadership.
• Strong commercial instincts; understands deal mechanics; measured on pipeline influence and tech win rate.
• Self-directed in a small team with no layers.

Responsibilities

• Own the demo: Run platform demos from initial call to deep technical session for a data platform team.
• Technical discovery and qualification: Uncover cost breakdowns and fit, honest when not a fit.
• Build our events presence: Help decide conference strategy and own talks, demos, and hallway conversations.
• Handle technical objections: Security reviews, architecture questions, data access and permissions concerns, competitive comparisons.
• Scope the PoC: Define success criteria and hand off to the Technical Account Manager at kickoff.
• Close the loop with Product: Feed back objections and unmet needs from engagements.
• Build the pre-sales foundation: Demo environments, technical collateral, and competitive positioning.

Skills

Pre-sales experience

Engineering background

Presentation skills

GCP & BigQuery fluency

Building trust with technical buyers

Commercial instincts

Self-directed

Tools

SQL literacy

Google Cloud certification

FinOps Certification

Job description

Solutions Engineer

Rabbit is looking for a Solutions Engineer to be the technical voice of the company in front of prospects. You will run every demo, own the technical narrative in the sales cycle, and represent Rabbit at conferences and industry events across the US.

This is a sales-org role, not an engineering one. The product is genuinely technical – you will be demoing BigQuery slot economics to platform engineers who know their environment cold – but the bar is credibility plus persuasion, not production coding. Your job is to make a skeptical engineering audience trust that Rabbit will do what we say it does. You will own the pre-sales motion end to end: the demo environment, the story arcs for different buyer personas, the objection library, and the conference playbook.

Key Responsibilities

• Own the demo: Run every platform demo, from a 20-minute first call to a deep technical session with a customer's data platform team. Tailor the story to the audience rather than running a fixed script.
• Technical discovery and qualification: Uncover how a prospect's GCP spend actually breaks down, where their pain is, and whether Rabbit is a fit. Say so honestly when it is not.
• Build our events presence: We are early enough that our conference strategy is not yet fixed, and you will help decide it – which shows are worth our money, whether we sponsor or simply show up and speak. Then own our presence there: talks, live demos, and turning hallway conversations into pipeline.
• Handle the technical objections: Security reviews, architecture questions, data access and permissions concerns, competitive comparisons.
• Scope the PoC: Define success criteria with the prospect, agree what \"proven\" looks like, and hand off cleanly to the Technical Account Manager at kickoff.
• Close the loop with Product: You will hear every objection and unmet need before anyone else. Feed it back.
• Build the pre-sales foundation: Demo environments, technical collateral, and competitive positioning.

Required Qualifications

• 4+ years in pre-sales – Solutions Engineering, Sales Engineering, or Solutions Consulting – in technical B2B software (cloud infrastructure, data platforms, observability, FinOps, or adjacent).
• Hands-on experience as an engineer, primarily in data.
• Exceptional presentation and communication skills. You are comfortable demoing to a room of engineers, presenting from a stage, and holding your own in a hostile technical Q&A.
• Working fluency in Google Cloud and BigQuery: you can speak credibly about slots, reservations, billing exports, and cost drivers, and know when to bring in deeper expertise.
• A track record of building trust with technical buyers: platform engineers, data engineering leads, and the FinOps or engineering leadership above them.
• Strong commercial instincts: you understand deal mechanics, know how to qualify, and are comfortable being measured on pipeline influenced and technical win rate.
• Self-directed in a small team with no layers.

Preferred Qualifications

• Experience at a cloud cost management, FinOps, or data infrastructure vendor.
• SQL literacy – enough to write and explain a query live.
• Google Cloud certification, FinOps Certified Practitioner, or similar.
• Previous experience as an early or founding SE hire.
• Comfort using AI agents to accelerate demo prep, collateral, and customer research.

Employment Details

• Location: US remote
• Type: Full-time
• Reports to: Sales leadership
• Travel: Approximately 15-20%, concentrated around conferences, key onsite demos, and customer visits
• Compensation: Base plus variable, tied to team quota

About Aliz

Aliz was founded by a group of driven software engineers with one vision in mind: Build a human-centered company to solve exciting business challenges with cutting-edge technologies all around the globe.

Our team includes engineers, industry experts, and digital professionals who ensure our clients are ready to face the challenges of the ever-changing digital world.

Aliz is a proud Google Cloud Partner with specializations in Infrastructure, Data Analytics, Cloud Migration, and Machine Learning.

We deliver data analytics, machine learning, infrastructure, and application development solutions, off the shelf, or custom-built on GCP using an agile, holistic approach. Recently we've launched our very own cloud cost optimization tool Rabbit.

Life has been pretty exciting at Aliz recently ( here's proof ). After we became Google Cloud's Breakthrough Partner of the Year in APAC (2019), we built a team in Singapore and Berlin, opened an engineering hub in Jakarta, launched a business in Italy and Qatar, and started to support IT education.