Kion

Role Description The Solutions Engineer is the customer-facing engine of Kion's pre-sales motion. You're the person carrying the story through the evaluation, hearing what a prospect actually needs in discovery, shaping the eval around it, running the demos, and keeping the room moving from "interesting" to "we have to have this." This role leans heavily pre-sales, closer to 80/20 or 90/10. POVs, custom demos, technical discovery, executive briefings, and evaluation orchestration are the core of the work. You'll partner closely with the broader Solutions team on every meaningful deal, leaning on teammates for the deepest configuration and integration work while you own the narrative arc, the prospect relationship, and the business outcome they're buying toward. The most important thing you'll do isn't a demo. It's leaving every call with the prospect feeling heard and in good hands, even when the answer isn't ready yet. People buy from people they trust, and a great SE turns a technical evaluation into a relationship that survives the messy parts, then carries that trust forward into the customer phase. Why this role matters: You're the person who makes a prospect's evaluation feel like the easiest part of their year. Not by pitching, but by showing up curious, asking the questions their internal team isn't asking them, and making them look smart to their own stakeholders. That's the first step in turning them into a fan. Qualifications - 3 to 6 years in a customer-facing technical role: Solutions Engineering, Sales Engineering, or Solutions Architecture with a strong pre-sales lean. - Demonstrated ability to lead a prospect through a technical evaluation. - Working knowledge of at least one major cloud provider (AWS, Azure, or GCP). - Familiarity with the cloud governance space: IAM, policies, compliance frameworks, FinOps concepts. - Comfort with authentication frameworks (SAML, LDAP, Active Directory, RBAC). - Strong presentation and storytelling skills. - Calm under pressure. - Comfortable using AI as a working tool. - Show up with humility and honesty. - Up to 15 to 20% travel for prospect meetings and industry events. Requirements - You've sold or evaluated into enterprises and know how those buying processes actually work. - You've worked alongside teammates with complementary skill sets. - You can tell the difference between a prospect who's truly stuck and one who's stalling. - You build things to figure them out: demos, scripts, internal tools. - You're energized, not exhausted, by context switching and wearing multiple hats. Benefits - Remote-first culture: Work anywhere in the U.S. with flexible hours. - Inclusive environment: We value diverse perspectives. - Excellent compensation and high-quality benefits: including multiple medical plan options, Unlimited PTO, and 3% of direct compensation contribution to your 401(k). - Growth opportunities: Build cutting-edge cloud solutions with room to explore new technologies. - Mission-driven work: Help organizations simplify and secure their cloud operations at scale.

Kion is revolutionizing CloudOps and FinOps. We offer a unified approach, delivering multicloud, multi-org, and multi-account visibility and controls, empowering organizations to effectively manage their complex cloud environments from a single, centralized platform. At Kion, you’ll join a team that values collaboration, creativity, and building products that make a real impact for customers across industries. We’re a fast-growing, Series A startup and we believe employees are our most precious resource. While we’re headquartered outside Baltimore, MD and Washington DC, we are committed to a 100% remote-first workforce. In addition, Kion offers excellent compensation and outstanding benefits! If you're passionate about using your expert skills to bring transformational change to a customer’s cloud journey, you'd be a great addition to our team! YOUR ROLE The Solutions Architect is responsible for ensuring the successful installation, configuration, support, and technical integration of the Kion platform during evaluations and customer onboardings. This is a hands-on technical role focused on AWS, Azure, Google Cloud environments. Enabling smooth deployments, troubleshooting complex issues, and supporting secure, compliant installations, including those in air-gapped environments. You’ll work closely with Solutions Engineers, Technical Account Managers, and Product/Engineering teams to deploy and validate customer environments, build custom workflows and demos, and ensure the technical success of every engagement. Your mission, should you choose to accept it: Make Kion engagements effortless, reliable, and secure across customer environments. Why this role matters: You’ll be the technical owner of getting Kion running in real customer environments - building the art of the possible and solving the hard infrastructure problems that stand between evaluation and adoption. YOUR DAY-TO-DAY: Install and configure the Kion platform within AWS, Azure, and Google Cloud environments. Support both evaluation and production deployments and troubleshoot environment, network, and configuration issues during onboarding and evaluation. Assist in building and maintaining custom demos, proof-of-concepts, and automation workflows . Collaborate with Product and Engineering to surface customer feedback and recommend technical improvements. Contribute to documentation, process improvements, and internal knowledge bases for installations and troubleshooting. Partner with Solutions Engineers to validate technical success criteria and remove blockers during evaluations. WHAT WE ARE EXPECTING FROM YOU (I.E., THE QUALIFICATIONS YOU MUST HAVE): OUR WISH LIST (I.E., THE QUALIFICATIONS WE WOULD LIKE YOU TO HAVE): Hands-on consulting experience. Particularly in roles solving complex customer problems or designing creative technical solutions WHAT SUCCESS LOOKS LIKE: Customer installations deploy smoothly with minimal engineering involvement Onboarding timelines shorten through reusable workflows and automation Evaluations convert at a higher rate because you help customers visualize “what’s possible” with Kion (custom workflows, demos, and technical guidance) Solutions Engineers and Technical Account Managers trust you as THE technical unblocker Pay Range $145,000 — $160,000 USD WHAT WE WILL PROVIDE IN RETURN: Remote-first culture: Work anywhere in the U.S. with flexible hours. Inclusive environment: We value diverse perspectives and believe great ideas come from everywhere. Excellent compensation and high-quality benefits: including multiple medical plan options to fit your needs and budget, Unlimited PTO, and 3% of direct compensation contribution to your 401(k) (no match required). Growth opportunities: Build cutting-edge cloud solutions with room to explore new technologies and career paths. Mission-driven work: Help organizations simplify and secure their cloud operations at scale. At Kion, we are focused on making people's lives in the cloud easier through innovative products built by passionate employees. If you want to help organizations spend less time managing and governing their cloud, and more time driving value in the cloud, you’ve come to the right place. Apply below and we’ll be in touch shortly!