Principal Solutions Engineer

Job description

Founded in 2018 with co-headquarters in Dublin and Boston, Tines powers some of the world’s most important workflows. Our orchestration, automation, and AI platform enables businesses to operate more effectively, mitigate risk, reduce tech debt, and focus on high-impact work.

Tines serves a diverse range of customers, from startups to public companies, including Canva, Databricks, Elastic, Kayak, Intercom, and McKesson. As an integrator across the entire tech stack, Tines connects with any API-enabled service. This flexibility enables our customers to achieve their highest-priority goals faster. And because Tines is secure and private by design, it’s popular with security, IT and other security-focused teams.

At Tines, we’re driven by our values of Simplicity, Speed, and Soundness. We’re committed to delivering exceptional customer experiences while fostering a company culture that nurtures individual curiosity, growth, and integrity. We’re excited about what’s next, and we’re looking for others to join us on our journey.

This is a remote position that must be based in NYC or Atlanta, GA metro areas, as it will require regular in person meetings in this region.

Job Summary:

We are looking for a Principal Solutions Engineer to join our pre-sales team at Tines and win new customers. You will partner closely with our Account Executives & sales leadership to evangelize Tines’ SaaS solutions and educate customers on the business value that they gain with no-code automation. You will use your product and technical knowledge to demonstrate how Tines can work with existing technology stacks to perform simple or complex automation without the need for coding or lengthy integration work.

The ideal candidate will be someone who understands customer business pains and can show how Tines can be deployed quickly to add value and solve problems.

What you will be doing :

• Develop strong and deep knowledge of Tines no-code automation and apply your knowledge to security & IT operations challenges that our customers face
• Create and deliver strategic presentations to prospective customers and key alliance partners, clearly communicating the value and differentiation of Tines solutions
• Build and demo Tines Stories with customers to show value and win sales
• Manage the technical decision process with customers, setting and managing expectations in proof of value and/or evaluations
• Collaborate with Sales to identify key use cases to support competitive account strategies that solve customer challenges
• Support enablement of Tines’ priority channel and technical alliance partners, and support their pre-sales engineers on customer engagements
• Be a key source of market feedback into the product organization
• Contribute to our knowledge base by sharing key customer experiences, technical competitive insights, creating new Tines automation stories from customer and partner interactions and more
• Support and act as a mentor to the greater Solutions Engineering team in developing metrics and refining SE operations into best practices that are shared across all SE teams

Principal-Level Responsibilities:

Product Expertise: Viewed as an expert in explaining complex technical issues to Architects, IT Decision Makers, and C-level personnel

• Works on multi-faceted problems that always require new and creative thinking and has latitude in making recommendations.
• Major participation in community events as a Subject Matter Expert
• Perform discovery in the most complex business and technical environments.
• Handle sensitive discovery exercises across multiple conflicting senior stakeholders.
• Present the Tines platform in conjunction with associated enterprise technologies in the most complex environments and with expert knowledge of the techniques behind the complex use cases Tines will encounter (e.g., incorporating compliance and data security controls into an architectural approach and presenting the benefits and trade offs of this approach).
• Present the Tines technical strategy and thinking in the evolution of the platform and articulate how this relates to business outcomes.
• Be a public spokesperson for Tines’s technical approach and solution in the market.

Value Based Selling: Uses critical judgment within broad techniques, methods, and guidelines

• Acts in a leadership role for solution strategy in accounts and territories as a principal contact with senior company management
• Can operate independently in the opportunity for more than 75% of the time.
• As part of this role, will coordinate all appropriate technical resources required including Customer Success, Professional Services, Engineering, and Partners to drive execution of the technical sale.

Coach and Mentor: Provide mentorship and active coaching to less experienced SEs on the team beyond technical capabilities to soft skills, sales skills, etc.

Product Enhancement: Demonstrate thought leadership in the Automation and Integration domains and their evolution

What you bring with you:

• 12+ years of experience in a pre-sales / sales engineering or technology delivery position at a SaaS company
• Strong technical background and experience working with APIs, and a curiosity to learn new cloud technologies
• Security and/or IT industry experience
• Strong skills and experience with uncovering customer needs
• Experience with delivering compelling demos to customers and winning technical evaluations
• Experience communicating with business and technical audiences
• A love for learning, open to giving and receiving feedback and passionate about making clients successful
• Project management skills and ability to deliver customer solutions
• Analytical skills and the ability to craft actionable insights from complex data
• A startup mentality with the ability to adapt in a fast-paced environment
• Ability to travel up to 30% of the time

Target Annual Compensation (salary + commission): $250-$275k OTE + equity

Applicants for this opportunity must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

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At Tines, we’re all about trying new things and taking the leap. If you’re second-guessing your application, we hope you’ll trust your gut and take the leap too! Applying for a new job isn’t always easy, especially if you’re thinking of a career pivot – but we’re big believers in learning and growth here at Tines, so you’ve nothing to worry about. A variety of experience, perspectives, and voices makes us the company we are. We’d love to hear from you.

Tines provides equal employment opportunities to all employees and applicants for employment without regard to sex, race, colour, ethnic or social origin, genetic features, language, religion or belief, political or any other opinion, membership of a national minority, property, birth, disability, age or sexual orientation.