You will be responsible for driving the technical closure of sales opportunities by demonstrating the value of Observe to prospective customers.

This role requires a blend of deep technical knowledge, strong presentation skills, and a customer-focused approach.

Key Responsibilities:

• Conduct in-depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements.
• Tailor and deliver compelling product demonstrations and technical presentations that showcase how the solution addresses their needs.
• Design, scope, and manage technical evaluations and Proof of Concepts, ensuring successful setup and demonstration of value within the customer's environment.
• Document findings and present clear, persuasive results back to the customer.
• Partner closely with Account Executives to develop and execute technical sales strategies.
• Act as the technical subject matter expert throughout the sales cycle, from initial contact to final contract.
• Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape.
• Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides.
• Deliver technical training to the broader Sales organization.
• Travel to client sites and industry events as required.

Qualifications:

Required:

• Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience.
• 5+ years of experience as a Sales Engineer or Solutions Architect in the software industry.
• Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack).
• Familiarity with cloud-native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP).
• Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.

Preferred:

• Experience selling to Developer, DevOps, and Site Reliability Engineering (SRE) personas.
• Prior experience in a fast-paced, high-growth Observability or Application Performance Monitoring (APM) company.

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