• Serve as a strategic technical advisor to Sales Account Executives, assisting with scoping and sizing opportunities and offering guidance on technical fit and challenges across the DACH region • Lead customer discovery to understand architecture, constraints, and success criteria, and map those to Temporal-based solutions • Design end-to-end reference architectures that demonstrate how Temporal fits into existing services, data stores, and infrastructure • Build and deliver high-impact demos and technical narratives that clearly show how Temporal solves real customer pain • Run deep technical workshops, whiteboard sessions, and proof-of-concept engagements with engineering and architecture teams • Provide hands-on guidance on best practices for workflow and activity design, testing strategies, and operationalization of Temporal in production • Identify and mitigate technical risks in customer projects, escalating and collaborating with Product and Engineering as needed • Capture and communicate customer feedback and feature requests into Product, influencing roadmap and prioritization • Contribute to reusable assets for the field, including reference architectures, example workflows, solution playbooks, and enablement content • Represent Temporal in customer meetings, executive briefings, and at community events or conferences across the DACH market

Role Description We’re seeking a Solutions Engineer that is excited to help guide customers in adopting Pulumi’s infrastructure-as-code platform, redefining how teams build and operate cloud infrastructure through real programming languages, automation, and developer-first workflows. At Pulumi you will be challenged, learn, teach, and collaborate with an elite team of great people. This role will be located remotely in the Bay Area. - Partner with the Sales team to articulate the value, visions, and strategy of Pulumi to our customers. - Own the technical pre-sales engagement including technical discovery, demos, proof-of-concepts and ensuring the technical win. - Technically close complex opportunities through advanced competitive knowledge, technical skills and credibility. - Serve as a technical partner to cloud and platform engineering teams, guiding architectural decisions and best practices. - Deliver product and technical presentations to potential clients at customer meetings and Pulumi events. - Be a customer advocate, closing the loop between customers, product teams and engineering, championing the product to the customer and bringing their requirements to the roadmap. - Be challenged, solve new problems, teach about our technologies, and figure out new, better ways to delight our customers. Qualifications - 5+ years of experience in a customer-facing technical role (e.g., Solutions Engineering, Solutions Architecture, or Technical Consulting). - Proficiency with one or more modern programming languages such as Go, Python, TypeScript, C# or Java. - Deep familiarity with core cloud-based infrastructure, application modernization, Open Source technologies, and public and/or private cloud platforms. - Hands-on experience with Infrastructure-as-Code tools (e.g. Pulumi, Terraform, AWS CDK). - Demonstrated experience in software development and related best practices. - Proven ability to lead and manage technical customer engagements, including scoping, expectation setting, and successful delivery. - Experience in solution selling methodologies (e.g. MEDDPICC, SPIN, Challenger Sales) and how they apply to the technical sales cycle. - Experience building effective relationships with both technical stakeholders (developers, architects) and business leaders. - Excellent written and verbal communication skills, with the ability to convey complex technical concepts clearly. - Comfortable operating in ambiguous environments, with a demonstrated ability to take ownership and drive outcomes. Requirements - Nice to Have - Experience in a startup environment or fast-paced technology company. - Public cloud certifications (AWS, Azure, GCP). - Experience with enterprise software sales. Compensation - Solutions Engineer - Base Salary Hiring Range: $115,000 - $143,000 - Solutions Architect - Base Salary Hiring Range: $147,000 - $190,000 - This role will include a 30% commission/variable along with base salary. Benefits - Healthcare Coverage: Comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees. - Time Off: Unlimited PTO policy encourages balance and rest — requiring employees to take at least three weeks off annually, plus 13 U.S. holidays. - 401(k): U.S. employees are eligible for a 401(k) plan with an employer match. - Parental Leave: 20 weeks of paid leave for birthing parents or primary caregivers, and 16 weeks for non-birthing parents or secondary caregivers. - Remote-First Culture: Fully remote since 2020, supporting flexible work with asynchronous collaboration. - Professional Development: Annual learning and development budget for growth, learning, and career goals. - Equity Ownership: All employees receive equity and are empowered to think big, move fast, and build the future of cloud together. - Additional Support: Monthly wellness fund for mental and physical well-being, and a quarterly happiness fund for team connection. Company Description Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation. Our flagship infrastructure as code technology is open source and our SaaS product, Pulumi Cloud, provides platform teams, secrets management, and cloud management capabilities, and more. Founded in 2017 by industry veterans with over five decades of combined experience building developer platforms, Pulumi now has a global community of more than 350,000 members and serves over 3,250 customers. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.

• Partner with enterprise Account Executives as a principal-level peer and domain advisor throughout the sales cycle — from discovery and qualification through proposal, executive alignment, and close. • Lead solution discovery sessions with prospective dealer group executives, developing a thorough understanding of their current DMS environment, operational structure, pain points, and strategic priorities. • Design and deliver tailored solution presentations and platform demonstrations that connect Tekion ARC capabilities directly to the prospect’s operational realities — grounded in how their business actually works, not generic product pitches. • Navigate complex, multi-stakeholder evaluations involving dealer group executive leadership (CEO, CFO, COO, CIO), department heads (Controller, Fixed Ops Director, F&I Director), and IT decision-makers, building independent credibility with each audience. • Travel 40–60% to engage prospects onsite, lead executive briefings, and be present for the moments that determine deal outcomes. • Serve as Tekion’s deepest subject matter expert on DMS platforms and end-to-end dealer operations, covering fixed operations (service, parts, repair), variable operations (retail, F&I, desking), accounting and financial reporting, and CRM. • Understand the full operational footprint of large, multi-rooftop dealer groups — including how processes, reporting hierarchies, and system dependencies scale across dozens or hundreds of rooftops. • Articulate the operational and financial impact of a DMS migration credibly, including data conversion, workflow retraining, integration dependencies, and go-live risk management. • Stay current on competitive DMS platforms (CDK, Reynolds & Reynolds, DealerSocket) — understanding their strengths, weaknesses, and the switching costs and objections they create. • Establish immediate and durable credibility with dealer group executives by demonstrating firsthand knowledge of how large dealership operations work — not product features in the abstract, but the operational decisions, tradeoffs, and pressures that define their day-to-day reality. • Lead executive discovery conversations that go beyond the immediate platform evaluation to uncover strategic priorities: growth and acquisition plans, margin improvement goals, talent and process challenges, and long-term digital transformation ambitions. • Position Tekion as a long-term strategic partner, not a software vendor — advising prospective customers on industry best practices, operational benchmarks, and how the ARC platform can serve as a foundational capability for their next phase of growth. • Handle the toughest objections — on platform maturity, migration risk, competitive alternatives, and organizational change — with transparency, data, and the quiet confidence of someone who has seen these transitions succeed. • Be the person in the room that dealer group executives want to call back. Your credibility extends the relationship beyond the sales cycle. • Design and document tailored solution architectures for complex, multi-rooftop implementations, including integration requirements, data migration scope, phasing strategies, and third-party connectivity. • Identify and evaluate solution tradeoffs, clearly communicating implications for timeline, cost, and operational risk to both the prospect and internal Tekion stakeholders. • Collaborate with Tekion’s product and implementation teams to validate feasibility of proposed solutions and establish realistic delivery commitments. • Produce high-quality deal artifacts including solution overviews, scope summaries, integration maps, and RFP responses. • Act as a direct feedback channel from large dealer group prospects to Tekion’s product organization — surfacing gaps, competitive pressures, and feature requests that influence roadmap prioritization. • Collaborate with Sales, Product, and Implementation leadership to continuously refine Tekion’s enterprise go-to-market approach, demo environments, and competitive positioning materials. • Contribute to a growing library of enterprise sales assets including reference architectures, objection handling guides, and case studies.

• Support in developing and implementing a new curriculum for aspiring AWS Solutions Architects