Sr. Solutions Engineer

About the Role

The role is part of a dynamic team that is pushing the boundaries of Kubernetes virtualization. vCluster Labs is pioneering a new category in the tech industry, and as a Senior Solutions Engineer, you will be instrumental in shaping the technical win for the company's most complex deals. Your expertise will be crucial in developing Business Value Assessments (BVAs) that connect vCluster's unique capabilities to quantifiable outcomes for customers.

What You Will Do

• Own the technical strategy for large-scale enterprise engagements, partnering with account executives to navigate complex sales processes.
• Develop tailored narratives that address the compliance, security, and operational concerns of enterprise customers in highly regulated industries.
• Build formal Business Value Assessments (BVAs) that link vCluster's capabilities to quantifiable outcomes for customers.
• Integrate AI-native workflows to automate discovery and documentation, using Large Language Models (LLMs) to analyze customer requirements and extract high-value technical insights.
• Act as a force multiplier for the SE organization, coaching associate and intermediate solutions engineers and designing Point of View (PoV) templates that scale effectiveness.
• Represent field observations directly to product and engineering teams, influencing the product roadmap by translating enterprise customer pain into high-fidelity technical requirements.
• Collaborate with cross-functional teams to identify gaps in qualification frameworks and design solutions that enhance sales effectiveness.
• Use GTM strategies to drive sales growth and expansion into new markets.
• Develop and maintain a deep understanding of the Kubernetes ecosystem and its applications in enterprise environments.
• Stay up-to-date with industry trends and advancements in AI, machine learning, and cloud computing.

What We Are Looking For

• At least 6 years of experience in a pre-sales or solutions engineering role, with a track record of positioning complex infrastructure or platform solutions to enterprise-level buyers.
• At least 3 years of hands-on experience within the Kubernetes ecosystem, with a deep understanding of control planes, namespaces, and cluster API.
• Proven experience with GTM strategies, Salesforce integration, and Adjust analytics.
• Strong business acumen and the ability to develop compelling Business Value Assessments (BVAs).
• Excellent communication and interpersonal skills, with the ability to work effectively with cross-functional teams.
• A CKA or CKAD certification and active participation in the CNCF community or open-source ecosystem.
• Experience navigating the technical hurdles of Financial Services, Healthcare, or Public Sector environments.
• A modern growth mindset, with a willingness to abandon legacy sales methods in favor of data-driven, highly targeted consultative selling.

Nice to Have

• Experience with AI-native workflows and Large Language Models (LLMs).
• Familiarity with modern sales tools and technologies, such as sales automation platforms and CRM systems.
• A background in computer science, engineering, or a related field.
• Experience working in a remote-first environment, with a proven ability to self-motivate and manage time effectively.

Benefits and Perks

• Competitive salary and equity package.
• Comprehensive health insurance and benefits plan.
• Flexible PTO policy and remote work arrangements.
• Professional development opportunities, including training and certification programs.
• Access to cutting-edge technologies and tools.
• Collaborative and dynamic work environment with a team of experienced professionals.
• Opportunity to work with a pioneering company in the Kubernetes virtualization space.
• Participation in the company's 401(k) or retirement plan.
• Annual budget for conference attendance and professional development.

• Tip: Showcase your experience with GTM strategies, Salesforce integration, and Adjust analytics, and be prepared to provide specific examples of how you've used these skills in previous roles.
• Tip: Develop a deep understanding of the Kubernetes ecosystem and its applications in enterprise environments, and be prepared to discuss your experience with control planes, namespaces, and cluster API.
• Tip: Highlight your business acumen and ability to develop compelling Business Value Assessments (BVAs), and be prepared to walk the interviewer through your process for developing BVAs.
• Tip: Demonstrate your ability to work effectively in a remote-first environment, and highlight your experience with sales automation platforms and CRM systems.
• Tip: Be prepared to discuss your experience navigating the technical hurdles of Financial Services, Healthcare, or Public Sector environments, and highlight your ability to develop tailored narratives that address the complex needs of enterprise customers.
• Tip: Showcase your modern growth mindset, and be prepared to discuss your experience with data-driven, highly targeted consultative selling.
• Tip: Be prepared to provide specific examples of how you've used AI-native workflows and Large Language Models (LLMs) to automate discovery and documentation, and highlight your experience with sales tools and technologies.