Kion

Role Description As a Technical Account Manager at Kion, you are the primary technical advisor and technical relationship owner for a dedicated portfolio of customers, partnering with the CSM and the AE. Your north star is Kion's core value: Turning Customers into Fans. You will run structured, tiered engagement cadences, serve as the connective tissue between customers and Kion's Engineering, Product, and Support teams, and own the technical side of the customer lifecycle from onboarding through renewal. Your customers will span enterprise commercial accounts and government/defense accounts. Success looks like customers who renew, expand, and advocate for Kion because they trust your technical guidance and feel that you genuinely own their outcomes. You’ll also be joining at an exciting moment: the broader Customer Success team is refining how it works, so you can expect aspects of this role to keep evolving as those improvements take shape. Qualifications - 4–8 years in technical consulting, solutions engineering, implementation, or professional services (or equivalent customer-facing technical depth) - Relationship-first mindset: you build genuine trust through consistent follow-through, technical credibility, and treating customer problems as your own - Technical fluency in cloud infrastructure: AWS, Azure, GCP, IAM, multi-account governance, compliance frameworks (NIST, CIS, FedRAMP), and cloud cost management concepts - Exceptional written and verbal communication skills; you calibrate your message to the audience, from cloud engineer to executive sponsor - Strong organizational skills; you manage a complex, multi-account book without letting commitments slip or customers wonder where things stand - Comfort with change; you stay effective while team processes and engagement models are being refined - Ability to interpret platform data and metrics to diagnose issues, identify adoption gaps, and drive decision-making - Experience navigating government customer environments — procurement, ATO/compliance processes, classification constraints — and self-hosted or customer-hosted (non-SaaS) deployments - Bachelor's degree in a relevant field or equivalent practical experience Requirements - Own a named portfolio of 8–10 strategic (Tier 1–2) accounts plus a pooled set of ~8 mid-tier accounts (≈15–18 total) - Lead onboarding for new accounts in your book to a 90-day time-to-value standard - Run tiered customer syncs: monthly technical check-ins, 6–8 week check-ins, and quarterly proactive outreach - Advise customers on platform upgrades: timing, release notes highlights, known issues - Troubleshoot and own customer platform issues end-to-end - Guide customers on cloud governance and FinOps best practices - Drive adoption of new platform features and capabilities - Maintain accurate, current account health tracking in CRM - Host the weekly customer office-hours rotation - Co-present quarterly business reviews for strategic accounts - Serve as the bridge between customers and Kion's Support team - Represent customer bug reports and feature requests in internal reviews - Attend and contribute to internal rhythms - Partner with Account Executives on renewal cycles and expansion opportunities - Contribute to the Kion Success Center knowledge base - Engage customers in the Kion community Slack Benefits - 100% remote work schedule (US only) - Excellent compensation and outstanding benefits, including medical, dental, and vision - 3% of direct compensation contribution to your 401(k) - Unlimited PTO to allow staff to spend time with friends and family - Regular virtual engagements to better connect with co-workers - A small-team collaborative environment that fosters communication and innovation

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. Your Day-to-Day - Lead discovery calls and technical evaluations end-to-end. - Uncover what the prospect actually needs, map it to Kion, and shape the eval around the outcomes that matter to them. - Run product demonstrations that meet the room where it is. - Partner closely with the broader Solutions team on every deal. - Build the business case alongside the prospect. - Translate complex technical capabilities into language that lands with non-technical buyers. - Anticipate objections before they're spoken. - Build reusable demo flows, discovery frameworks, and prospect-facing collateral. - Translate prospect and customer feedback into product insight in close collaboration with Product and Engineering teams. 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. Strong Signal - 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. Growth Paths This role has real trajectory. Depending on where your strengths and interests take you, natural paths forward include: - Growing as a Solutions Engineer. - Moving deeper into a strategic Solutions Architect track. - Evolving toward a Technical Account Manager or Customer Success function. - Stepping into broader GTM. What Success Looks Like - Sales reps actively want you on their deals. - Your work within the broader Solutions team is invisible from the prospect's view. - Prospects leave every interaction more confident than they came in. - Evaluations convert at a higher rate. - The customers you brought across the finish line become fans. - You've built a library of demo flows, discovery frameworks, and prospect-facing collateral. Total Compensation $150,000 - $160,000

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.