Solutions Engineer Needed At DRATA

We are looking for a motivated, curious, and solutions-driven Solutions Engineer with a passion for helping customers solve complex challenges through technology. In this role, you will support the sales and channel team in engaging prospects and customers, demonstrating technical value, and driving successful outcomes. You will play a key role in both new customer acquisition and expanding relationships with existing customers. Measures of success include contribution to deal progression and overall impact on sales team efficiency and success.

Responsibilities:

• Partner with Account Executives, Channel Managers to support direct customer and channel engagements
• Be the primary technical point of contact for Drata’s channel and MSSP programs in EMEA
• Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey
• Align customer pain points and requirements with proposed solutions
• Develop and deliver compelling product demonstrations and help win new channel partners.
• Gather and communicate customer needs to product and engineering teams for future enhancements
• Conduct competitive research to inform positioning and strategy
• Assist in building financial business cases for prospective customers
• Manage technical aspects of RFP/RFI responses and documentation

Curiosity

• A strong desire to understand customer challenges, industry trends, and evolving technologies
• Ability to quickly learn and adapt to new technologies and solutions
• Proactive approach to problem-solving, always looking for creative ways to add value

Collaboration

• Ability to work closely with sales, channel, product, and engineering teams to deliver the best solutions for customers
• Willingness to share knowledge and contribute to team success
• A mindset of continuous learning and improvement through feedback and shared experiences

Solutions-Oriented Mindset

• A proactive approach to identifying challenges and proposing effective solutions
• Ability to translate technical capabilities into business value for customers
• Strong analytical thinking to support decision-making and sales strategy

Impactful Communication

• Ability to clearly articulate complex technical concepts in an easy-to-understand manner
• Strong written and verbal communication skills for presentations, customer interactions, and internal collaboration
• Confidence in delivering demonstrations and engaging with stakeholders at all levels

Requirements:

• 2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.
• Working knowledge of common cloud providers across tools including:
  • Infrastructure – AWS, GCP, Azure
  • Identity Management – Okta, Google Workspace, Entra ID
  • Version Control – GitHub, BitBucket, GitLab
• Experience running trials and POCs and serving as the technical partner of the prospective customer throughout their evaluation.
• Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows
• Ability to creatively explain and present complex concepts in an easy to understand manner
• Experience working in a fast-paced, constantly changing environment
• Excellent written and verbal communication skills
• Excellent presentation and creativity skills