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Tech Stack
Tools & technologiesAWSAzureCloudCyber SecurityEC2
About the role
Key responsibilities & impact- Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
- Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers
- Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirements
- Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed
- Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation
- Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions
- Travel regionally to client sites as required
- Work closely with Account Executives and internal stakeholders across product, marketing, and customer success
- Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap
- Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires
- Be a reliable member of the team, providing coverage and support to customers and peers when needed
Requirements
What you’ll need- Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
- Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup
- Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience
- Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentation
- Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners
- Experience with AWS and/or Azure co-sell programs and partner ecosystems
- Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies
- Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
- Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment
- Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus
- Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning.
Benefits
Comp & perks- Fully employer-paid health benefits package; 75% employer-paid dental, vision, and life insurance
- $150 home office stipend or company-subsidized co-working space membership near you
- Unlimited PTO policy
- Small, collaborative team environment
- Opportunity to learn and work on the cutting edge of cloud technology
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
AWSAzurecloud infrastructuredisaster recoverybackup and recoverycybersecuritydata protectionRFP responsetechnical evaluationsPOC engagements
Soft Skills
communicationconsultingpresentationrelationship buildingproblem-solvingteam collaborationproactive responsecustomer understandingadaptabilityreliability