• This Senior Solutions Engineering role, similar to a Sales Engineering or Solutions Consultant role, sits within Alloy's pre-sales organization. • You will be a partner who works closely with your account executive to close deals. • While an account executive is managing the relationship and taking care of the business requirements, you will work closely with technical stakeholders to clear any technical hurdles. • This includes custom demos, building and walking through UAT environments, designing and managing proof of concept exercises, architecture and security reviews, and ultimately scoping out your proposed solution to hand over to the implementation team.

• 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.

• Secure the technical win and maximize value for prospective enterprise customers. • Own the pre-sales lifecycle from qualifying complex use cases to managing high-stakes software trials. • Demonstrate how Matillion’s platform solves mission-critical data challenges. • Drive measurable business value and cultivate long-term relationships for growth.

• Lead technical discovery, demos, and validation (including proofs of value) to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs across the full lifecycle. • Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments. • Collaborate with New Business Account Executives and regional sales teams in North America to shape and execute account strategies that support new customer acquisition and expansion. • Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven digital transformation and enabling them to become GitLab advocates. • Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, challenging existing approaches to improve return on investment. • Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap and positioning. • Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral for customers and partners. • Invest in your own growth and development through ongoing learning, mentorship, and knowledge sharing to continuously improve the impact of the Solutions Architect team.