Job description

We are looking for a motivated, curious, and solutions-driven Solutions Engineer with a passion for helping customers solve complex challenges through technology. In this role, you will support the sales team in engaging prospects and customers, demonstrating technical value, and driving successful outcomes. You will play a key role in both new customer acquisition and expanding relationships with existing customers. Measures of success include contribution to deal progression and overall impact on sales team efficiency and success.

What you’ll do:

Partner with Solutions Engineers and Account Executives to support strategic deals and customer engagements
Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey
Align customer pain points and requirements with proposed solutions
Develop and deliver compelling product demonstrations
Gather and communicate customer needs to product and engineering teams for future enhancements
Conduct competitive research to inform positioning and strategy
Assist in building financial business cases for prospective customers
Manage technical aspects of RFP/RFI responses and documentation

What you’ll bring:

Curiosity

A strong desire to understand customer challenges, industry trends, and evolving technologies
Ability to quickly learn and adapt to new technologies and solutions
Proactive approach to problem-solving, always looking for creative ways to add value

Collaboration

Ability to work closely with sales, product, and engineering teams to deliver the best solutions for customers
Willingness to share knowledge and contribute to team success
A mindset of continuous learning and improvement through feedback and shared experiences

Solutions-Oriented Mindset

A proactive approach to identifying challenges and proposing effective solutions
Ability to translate technical capabilities into business value for customers
Strong analytical thinking to support decision-making and sales strategy

Impactful Communication

Ability to clearly articulate complex technical concepts in an easy-to-understand manner
Strong written and verbal communication skills for presentations, customer interactions, and internal collaboration
Confidence in delivering demonstrations and engaging with stakeholders at all levels

Requirements:

4+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.
Working knowledge of common cloud providers across tools including:

Infrastructure - AWS, GCP, Azure
Identity Management - Okta, Google Workspace, Entra ID
Version Control - GitHub, BitBucket, GitLab

Experience owning the POC process and being the technical partner of the prospective customer throughout their evaluation.
Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows
Proven track record selling/supporting complex enterprise solutions
Ability to creatively explain and present complex concepts in an easy to understand manner
Excellent written and verbal communication skills
Excellent presentation and creativity skills

Benefits:

Supplemental Health Benefits Offered
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs).

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Drata is on a mission to help build trust across the internet.

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.

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