Forward Deployed Engineer, Relyance AI As a Forward Deployed Engineer (FDE) at Relyance AI, you partner closely with prospects and customers to translate real-world privacy, security, and AI governance challenges into working solutions on the Relyance platform. You help prospects understand how Relyance will operate in their environment and then work hands-on throughout the customer journey to deploy solutions, drive value realization, and expand adoption across their organization. FDEs play a critical role across the customer journey—from early discovery and solution design through implementation, enablement, and ongoing adoption—ensuring organizations achieve measurable outcomes with Relyance. This role is ideal for someone who enjoys jumping into complex customer environments, figuring out how things actually work, and designing practical solutions that make real systems and processes run better. What You’ll Do: - Run deep, structured discovery with customer stakeholders (Security/Privacy/Data/Engineering): listen hard, ask incisive follow-ups, uncover root causes, and translate pain into clear outcomes and an actionable technical plan leveraging the Relyance AI platform. - Own the technical solution end-to-end—from architecture and integration design through implementation—making pragmatic tradeoffs that balance speed, security, and long-term maintainability. - Implement and ship: configure the platform, stand up integrations, validate outcomes, troubleshoot in real time, and deliver working deployments (not just recommendations). - Build reusable technical assets that accelerate success: repeatable rollout playbooks, runbooks, reference architectures, automation/scripts, validation checklists, and “starter” templates that customers can adopt and scale. - Partner with the Value Realization team to drive measurable outcomes and adoption by helping define success metrics, establishing technical baselines, and delivering technical enablement (workshops, working sessions, office hours) that turn platform capabilities into sustained usage. - Serve as the technical lead for your accounts, partnering with Sales and the Value Realization team to ensure successful deployments, strong technical adoption, and opportunities to expand platform usage. - Shape product direction with concrete customer evidence: synthesize discovery patterns, propose product gaps and solutions, and work closely with Product/Engineering—especially with early adopters—to refine product fit. - Communicate with clarity and precision: concise updates, strong stakeholder management, and crisp articulation of risks, timelines, and tradeoffs for both technical and non-technical audiences. Must have skills: - Deep discovery leadership: Ability to run structured discovery, listen for the real problem, ask sharp follow-ups, map stakeholders, and translate customer pain into clear outcomes + a concrete technical plan. - Hands-on solution delivery: Proven ability to design, implement, and validate solutions — from integration planning through deployment and post-go-live optimization. - Customer-facing technical + account ownership: Experience owning technical relationships and outcomes in roles like Solutions Engineer, Solutions Architect, TAM, Implementation Lead, Support/Systems Engineer, etc.—comfortable being the technical owner for an account. - Cloud deployment experience: Hands-on experience designing and deploying solutions in AWS, GCP, or Azure (architecture, services, permissions, networking basics, operational considerations). - Strong data ecosystem understanding: Working knowledge of modern data landscapes—sources, pipelines, storage/warehouses/lakes, data movement, observability, and how tools connect across teams. - Integration and troubleshooting proficiency: Comfortable with APIs (REST), auth patterns (OAuth/SSO concepts), logs/debugging, and integration validation tools (e.g., Postman). Bonus if you can script/automate and reason about data (SQL). - AI-powered building mindset: Proficiency in leveraging AI tools to build—prototypes, automations, accelerators, internal utilities, and customer-facing workflows/demos that speed delivery. - High ownership + detail orientation: Strong accountability, follow-through, and operational rigor—able to run multiple workstreams, track risks, and deliver reliably. - Clear communication for mixed audiences: Ability to explain complex technical concepts to both technical and non-technical stakeholders; strong stakeholder management and crisp written updates. - Early-product / GTM maturity: Comfort working with new or emerging products—guiding early adopters, creating repeatable playbooks, and shaping product fit via structured feedback to Product/Engineering. Our Culture: At Relyance AI, we pride ourselves on fostering an unreasonably hospitable and data-driven culture. We are dedicated to exceeding customer and team expectations in every interaction. This means empowering our team members to proactively solve problems with informed decisions, crafting personalized experiences, and radiating enthusiasm. We believe in trust and freedom, enabling creative solutions, while a shared purpose and recognition fuel a drive for greatness. We deconstruct failures to learn and grow, and we celebrate our successes with pride. Relyance AI is an equal-opportunity employer. We celebrate representation and are committed to creating an inclusive environment for all employees. Our compensation practices are fair and equitable, driven by data to ensure our offerings are competitive and our team members are compensated correctly based on their roles, experience, and location. As such, the On-Target Earnings (OTE) for this role are expected to be between $220,000 and $250,000, which includes a base salary and variable compensation. Candidate Privacy Relyance AI may process your personal data when you apply for employment and/or participate in our recruitment processes. Please refer to our Candidate Privacy Statement for more information about how we process your personal information, and your privacy rights.

About Tekion: Positively disrupting an industry that has not seen any innovation in over 50 years, Tekion has challenged the paradigm with the first and fastest cloud-native automotive platform that includes the revolutionary Automotive Retail Cloud (ARC) for retailers, Automotive Enterprise Cloud (AEC) for manufacturers and other large automotive enterprises and Automotive Partner Cloud (APC) for technology and industry partners. Tekion connects the entire spectrum of the automotive retail ecosystem through one seamless platform. The transformative platform uses cutting-edge technology, big data, machine learning, and AI to seamlessly bring together OEMs, retailers/dealers and consumers. With its highly configurable integration and greater customer engagement capabilities, Tekion is enabling the best automotive retail experiences ever. Tekion employs close to 3,000 people across North America, Asia and Europe. Role Summary The Principal, Solutions Architect — Enterprise Sales is Tekion’s most senior domain authority in enterprise sales engagements, serving as the decisive voice of expertise that gives large dealer group executives the confidence to commit to the Tekion ARC platform. You partner with enterprise Account Executives as a peer and strategic advisor — not in a support capacity, but as a principal-level leader who shapes how Tekion approaches and wins the most complex, highest-value opportunities. This role is defined first and foremost by deep, earned credibility. You have spent years inside or alongside large dealership operations and understand — in genuine detail — how a multi-rooftop dealer group runs: how the Controller thinks about a chart of accounts migration, how a Fixed Ops Director evaluates labor guide integrations, how a CFO stress-tests a platform transition. That operational depth is what separates this role from a traditional pre-sales function, and it is what makes you trusted rather than merely tolerated in executive conversations. You bring fluency across every major dimension of a DMS and dealer operations — fixed ops, variable ops, accounting, F&I, parts, service, CRM, and retail — and the executive presence to engage at the VP and C-suite level with authority. Target customers include large publicly traded and privately held dealer groups (e.g., Asbury, Lithia, Penske, Group 1, AutoNation) as well as high-growth mid-market groups where Tekion’s platform can deliver transformative operational value. Key Responsibilities Enterprise Sales Engagement & Advisory - 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. DMS & Dealer Operations Domain Expertise - 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. Executive-Level Credibility & Trusted Advisor Positioning - 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. Solution Design & Technical Scoping - 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. Internal Alignment & Feedback Loop - 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. Skills & Experience Required - 10+ years in solutions architecture, domain consulting, or senior technical leadership roles, with substantial experience in automotive dealer management systems or dealership operations technology at the enterprise level. - Comprehensive, hands-on knowledge of DMS platforms and dealership operations across all major departments: fixed ops (service, parts, repair), variable ops (retail, desking, F&I), accounting and financial reporting, and CRM. - Demonstrated ability to engage with mid-market or large dealer group executives (VP and C-suite) with genuine authority — as a domain peer, not a vendor presenter. - Deep understanding of DMS migration complexity at scale — data conversion, third-party integrations, workflow change management, and multi-rooftop go-live sequencing. - Deep familiarity with at least one major legacy DMS platform (CDK, Reynolds & Reynolds, DealerSocket, or equivalent) from an implementation, operational, or consulting context. - Exceptional executive communication, listening, and presentation skills; able to command credibility in a boardroom and adapt fluently across technical and non-technical audiences. - Proven experience contributing to complex, high-value B2B evaluations in a domain expert or senior advisory capacity. Preferred - Direct operational or consulting experience at or with a large, publicly traded dealer group (e.g., Asbury, AutoNation, Lithia, Penske, Group 1, Sonic) — understanding how these organizations are structured, governed, and how technology decisions get made. - Prior experience in a principal or staff-level solutions architect role with accountability for the most strategically significant accounts or opportunities in the portfolio. - Familiarity with Tekion ARC or experience evaluating Tekion as part of a competitive DMS assessment. - Understanding of dealer group financial structures, including multi-entity accounting, OEM financial statement requirements, and group-level reporting consolidation. - Deep fixed operations expertise beyond the DMS core — including shop management, labor guides, parts procurement, warranty claim processing, and service lane technology. - Exposure to digital retail, online F&I, and consumer-facing platforms and how they integrate into DMS workflows at enterprise scale. Sponsorship - Please note that visa sponsorship is not available for this position. Perks and Benefits - Competitive compensation and generous stock options   - 100% employer-paid top-of-the-line medical, dental and vision coverage  - Great benefits including unlimited PTO, parental leave and free snacks and beverages  - The opportunity to work with some of the brightest minds from Silicon Valley’s most dominant and successful companies   - Be part of an early stage, hyper-growth start-up with the opportunity to grow and prosper    - Work on the latest and coolest technologies – everything is home-grown and built ground-up   - A dynamic work environment with a strong sense of community and collaboration   - The open and transparent culture that encourages innovation, rewards performance and discourages hierarchy   - Exciting opportunities for career growth and development   Current Tekion Employees – Please apply via Greenhouse Internal Job Board The salary range describes the minimum to maximum base salary range for this position across applicable US locations. The actual compensation offered may vary from the posted hiring range based on geographic location, work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer.  In addition to the compensation listed, this position may be eligible for equity compensation, and/or a bonus or commission whereby total compensation may exceed base salary depending on individual or company performance. Your recruiter can share more about the specific salary range during the hiring process. Base Salary Range $210,800—$351,000 USD Tekion is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, victim of violence or having a family member who is a victim of violence, the intersectionality of two or more protected categories, or other applicable legally protected characteristics. For more information on our privacy practices, please refer to our Applicant Privacy Notice here.

• Acting as the main technical interface for customers running workloads on Nebius GPU infrastructure. • Supporting customers in deploying, configuring, and tuning GPU-based environments for performance and reliability. • Investigating and resolving complex issues spanning hardware, networking, operating systems, and cluster-level behavior. • Partnering with internal teams (data center operations, networking, platform engineering) to coordinate and drive resolution of customer-impacting issues. • Converting customer requirements into practical architectures, configurations, and execution plans. • Identifying opportunities to improve system performance, stability, and overall customer experience. • Developing and maintaining technical documentation, including solution patterns, troubleshooting guides, and operational best practices. • Contributing to continuous improvement by surfacing recurring issues, gaps, and optimization opportunities to internal teams.

• Stay current on ICHRA regulations and any updates that are applied to the ICHRA regulations as well as ACA individual plan regulations. • Develop and maintain comprehensive knowledge of the ICHRA market, and Gravie’s ICHRA product and services including processes, procedures, product features, enrollment and administration, determining employer contributions, affordability testing, and product availability by state. • Work closely with ICHRA Commercial Owner to identify market needs, develop product and service enhancements, and provide input on product and system related changes • Collaborate with the internal stakeholders on evaluating and improving ICHRA product and process solutions. • Support Gravie Sales Managers, Brokers, Consultants and their Clients in the sales process. • Collaborate in assigned geographic areas to expand Gravie’s broker network beyond the routine touchpoints of the primary selling resources • Work specifically outlined geographies and or broker firms to promote Gravie ICHRA in a direct selling manner.  These targets will be pre-assigned in concert with the primary selling team and the Commercial leader of ICHRA. • Works closely with sales and marketing to ensure the sales team understands ICHRA capabilities and marketing collateral accurately represents the solution and prospect questions are answered • Enhance existing educational and training materials for the Sales team, Gravie’s broker partners, employers  and other stakeholders • Support Business Development in presenting and selling ICHRA to Agencies • Provide creative solutions to meet the customers’ needs but ensure that those solutions are viable given Gravies capabilities and resources • Support Account Management and Implementation Manager as an ICHRA subject matter expert. • Engage in ICHRA related systems development and other duties as assigned • Prospect, qualify, and follow up with inbound and outbound leads to generate new sales opportunities • Conduct discovery outreach to understand broker and customer needs and recommend appropriate solutions • Manage the sales pipeline in CRM systems, ensuring accurate tracking and timely follow-ups • Present products or services via phone, email, and virtual meetings to move prospects toward close • Collaborate with marketing and sales leadership to meet or exceed individual and team revenue goals • Demonstrate the Gravie competencies of empathy, authenticity, curiosity, creativity and outcome orientation.