• Directly manage Solutions Engineers supporting the Corporate and Mid-Market segments • Own 1:1s, performance management, and individual development plans for each SE • Build a strong coaching culture with consistent, actionable feedback on discovery quality, demo execution, preparation, and deal strategy • Partner with the Director of SE and Sales leadership on headcount planning, role design, and hiring • Design and facilitate SE deal reviews for Corp and MM: structured agendas, clear ownership, and documented follow-ups • Lead demo reviews and call analysis sessions focused on elevating discovery, storytelling, and customer alignment • Run weekly team ceremonies — standups, office hours, and enablement sessions — that keep SEs informed, aligned, and prepared • Ensure learnings from team ceremonies are captured and incorporated into playbooks and ongoing training • Develop and maintain standardized discovery frameworks and templates tailored to downmarket segments • Codify demo patterns, talk tracks, and best-practice flows for core use cases and product areas • Implement pre-call preparation checklists and define clear expectations for SEs and their AE partners • Define a repeatable onboarding and ramp plan for incoming SEs • Introduce lightweight QA scorecards for discovery, demos, and technical validation — and coach consistently against them • Implement and maintain consistent SE deal scoring across Corporate and Mid-Market opportunities • Use SE scores to identify technical risk or misalignment early and drive corrective action with AEs • Partner with frontline Sales managers so SE input becomes a reliable, visible component of the forecast • Surface recurring product or solution gaps through SE scoring and route findings to Product and Professional Services • Serve as the primary SE counterpart to Corporate and Mid-Market AEs and Sales managers • Clarify and enforce SE rules of engagement for downmarket segments • Protect SE capacity by redirecting mis-routed or low-value requests to appropriate resources • Collaborate with Enablement, RevOps, and Product on initiatives that improve joint SE and Sales execution

Your role at DynatraceWhat’s the role? As a Dynatrace Solution Engineer, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and all facets of Advanced Observability. Within this exciting role, you will be responsible for executing great demos which demonstrate the Dynatrace unique approach in solving the customer’s pain, executing and managing POCs onsite and remote, building key relationships with Dynatrace’s customers and completing RFIs & RFPs. You will also work across teams including Dynatrace’s innovation labs, Dynatrace’s Expert Services consultants, CSMs and marketing. About you: To ensure your success as a Solution Engineer at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE experience or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for: - An excellent team player, with the ability to work across all disciplines. - Excellent communication and presentation skills, with the ability to communicate technical value into business value. - Previous 3 – 5 years of experience with observability or application performance management technologies and techniques. - Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process. - Ability to manage a number of projects simultaneously, work with a number of different sales people and support other SEs where needed. - Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable. - Must be able to travel up to 30% of the time Responsibilities: - Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business. - Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts. - As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs. - Present Dynatrace’s vision to our customers C-suite executives. - Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle. - Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths. - Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs. - Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach). - Position might be filled at a higher level based on candidate experience. What will help you succeedMinimum Requirements: - Bachelor’s degree in Computer Science or equivalent education or experience required. - 3 years of experience within the observability space. Preferred Requirements: - Experience with web technologies such as HTML, CSS, and JavaScript. - Experience with programming / scripting side technologies such as Java, .NET, PHP, Go, Node.js and database. - Advance knowledge of Operating Systems (OS) including Windows and Linux. - Experience with DevOps or Site Reliability Engineering practices Knowledge with cloud platforms, including AWS, Azure or GCP. - Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines. - Experience with automation like Ansible, Puppet, Terraform, etc. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards

About Faro Health Faro Health is transforming how life sciences companies design and execute clinical trials. Our AI platform empowers leading biopharma teams to build smarter study designs, generate high-quality protocol drafts in minutes, and accelerate study startup, all from a single source of truth.  We're a mission-driven company with a vibrant, inclusive culture and a genuine commitment to improving drug availability and patient outcomes. We're looking for people who share that passion and want their expertise to make a real difference. The Role The Clinical Strategy & Solutions Manager is a key contributor to customer success and platform excellence at Faro Health. Drawing on deep clinical operations expertise, you'll serve as a trusted partner to our customers, help them get the most out of the Faro Study Designer tools and features, and play an active role in shaping the clinical intelligence that powers our products. This role requires someone who is equally comfortable in strategic conversations and in the weeds of a complex protocol. Precision, clinical judgment, and a collaborative spirit are essential.

About Faro Health Faro Health is transforming how life sciences companies design and execute clinical trials. Our AI platform empowers leading biopharma teams to build smarter study designs, generate high-quality protocol drafts in minutes, and accelerate study startup, all from a single source of truth.  We're a mission-driven company with a vibrant, inclusive culture and a genuine commitment to improving drug availability and patient outcomes. We're looking for people who share that passion and want their expertise to make a real difference. The Role The Clinical Strategy & Solutions Manager is a key contributor to customer success and platform excellence at Faro Health. Drawing on deep clinical operations expertise, you'll serve as a trusted partner to our customers, help them get the most out of the Faro Study Designer tools and features, and play an active role in shaping the clinical intelligence that powers our products. This role requires someone who is equally comfortable in strategic conversations and in the weeds of a complex protocol. Precision, clinical judgment, and a collaborative spirit are essential.