Enterprise Sales Engineer

📋 Description

• • Own the technical win for every deal on the US West patch, partnering shoulder-to-shoulder with Account Executives to craft differentiated strategies that turn prospects into lifelong Observe customers.
• • Run deep discovery workshops with VP- and Director-level stakeholders, translating raw pain points—MTTR too high, on-call burnout, exploding data costs—into crisp, measurable success criteria that map directly to Observe’s observability platform.
• • Deliver jaw-dropping product demonstrations that weave customer data into live dashboards, trace waterfalls, and AI-driven insights—showing not just how Observe works, but why it is the only architecture that can scale to petabytes without breaking the bank.
• • Architect and lead proof-of-concepts end-to-end: define scope, instrument sample applications, onboard terabytes of logs, metrics, and traces, and stand up executive-level readouts that prove 10× faster root-cause and 50 % infra-cost reduction.
• • Design best-practice deployment blueprints for hybrid and multi-cloud environments—Kubernetes, ECS, Lambda, GKE, AKS—covering secure data ingestion, role-based access, retention policies, and cost-optimized storage tiers.
• • Serve as the technical quarterback during competitive bake-offs against Datadog, New Relic, Splunk, and Grafana—running side-by-side benchmarks, debunking FUD, and positioning Observe’s unique data-graph engine and predictable pricing.
• • Influence the product roadmap by distilling field intelligence into actionable feature requests; join weekly engineering syncs to ensure customer requirements are prioritized in upcoming sprints.
• • Mentor junior SEs and partner enablement teams, creating reusable demo scripts, Terraform modules, and run-books that accelerate time-to-value across the entire West region.
• • Travel up to 40 % across the western US to meet customers on-site, present at local meetups, and evangelize modern observability practices—turning every trip into pipeline generation and brand amplification.
• • Stay ahead of the curve by experimenting with emerging standards like OpenTelemetry 2.0, eBPF instrumentation, and generative-AI-driven anomaly detection, then feeding those insights back into sales plays and technical blogs.
• • Champion DevOps and SRE culture inside customer organizations, guiding them to adopt GitOps-driven deployments, SLO-based alerting, and chaos-engineering practices that maximize reliability and developer velocity.
• • Own post-sales technical success for the first 90 days of each new logo, ensuring smooth hand-off to Customer Success while maintaining executive relationships that seed future expansion and multi-year renewals.