Role Description Manifest is hiring a Sales Engineer to serve as the technical cornerstone for both federal and commercial sales motions. You'll be the primary technical guide for our clients, acting as a trusted advisor who demonstrates how Manifest's platform addresses their supply chain and AI risk challenges, translating customer requirements into clear, architected solutions that deliver measurable business outcomes and strategic value. Reporting directly to the Chief Revenue Officer with a dotted line to the Head of Federal Sales, you'll partner closely with Account Executives to run high-velocity, high-quality sales cycles. Your role spans technical discovery, tailored demonstrations, proof-of-concept design and execution, and fast turnaround on RFP/security due diligence questions. This role will require some travel depending on customer needs. What You’ll Own - Lead comprehensive discovery conversations to understand customer environment, risk profile, supply chain challenges, and compliance requirements; define and communicate Manifest's technical value proposition and competitive positioning relative to customer needs. - Deliver tailored technical presentations to technical and business stakeholders; design and execute proof-of-value engagements with defined success metrics, scoped requirements, and guided interpretation of results. - Work with Account Executives and the Head of Federal Sales to shape deal direction, validate technical fit, remove blockers, and drive customer confidence in the proposed solution. - Serve as the technical authority on solution feasibility, industry best practices, compliance frameworks (FedRAMP, NIST, CMMC, ATO), and risk mitigation strategies; de-risk customer investments through expert guidance. - Build repeatable technical frameworks and playbooks for both federal and commercial segments—demo methodologies, solution templates, technical talk tracks—that enable consistency and quality across the sales team as the organization scales. - Capture customer insights, technical feedback, and feature requests during discovery and evaluations; synthesize and communicate findings to Product and Engineering teams to influence roadmap and future solution design. Qualifications - 6-10+ years of hands-on sales engineering in cybersecurity, enterprise SaaS, or similar complex B2B environments. - Deep cybersecurity expertise: must have worked extensively in the security space, selling cybersecurity solutions or serving in security-focused technical roles; demonstrated expertise in software supply chain security, TPRM, first-party risk, AI/ML security, or related domains. - Proven ability to conduct technical discovery, design custom proof-of-value engagements, and guide customers to clear outcomes, enabling deals to progress with technical certainty and reducing risk perception. - Strong experience delivering technical demonstrations and translating complex concepts for diverse audiences; ability to influence buying committees and accelerate deal velocity. - Experience navigating federal government and commercial enterprise sales cycles; comfort with multi-threaded deals and federal procurement processes. - Strong knowledge of cybersecurity frameworks and compliance standards (NIST, FedRAMP, CMMC, ATO). - Proven ability to work independently, owning discovery through POC execution and driving customer confidence. - Strong communication, presentation, and storytelling skills, enabling faster customer buy-in and confidence. - Comfort operating in startup environments: ability to move fast, wear multiple hats, and influence without formal authority. Compensation - Base Salary: $150,000 - $170,000 - Variable Compensation: ~$64,000 - $72,000 - On-Target Earnings (OTE): ~$214,200 - $242,000 - Equity: Meaningful stock options commensurate with experience and role level Benefits - Fully remote - Unlimited PTO (taken seriously) - Medical, dental, and vision insurance — 100% covered for you and your dependents - 401(k) and retirement options

Role Description As we evolve our go-to-market strategy to focus on our Ideal Customer Profile (ICP), the Solutions Engineering role has shifted from a passive support function to a central driver of revenue. This role sits at the intersection of Sales, Product, and Customer Success, acting as the bridge between technical capability and business value. Reporting to the Manager of Solutions Engineering and partnering closely with Account Executives (AEs), you will be responsible for owning the "technical win." This is a commercially-minded, high-urgency position for someone who wants to actively influence deal outcomes and shape how our product is presented to the market. This is a remote role with a preference for candidates based in Toronto, Ontario or Utah. You will be expected to align with North American business hours to support Mid-Market and Enterprise deals across these time zones. What You’ll Do - Help win deals: - Improve deal quality, reduce friction, and increase close rates through strong technical and commercial execution - Run discovery & shape solutions: - Uncover real business problems and translate them into tailored solutions and demo narratives - Deliver high-impact demos: - Run structured, outcome-driven demos that clearly communicate business value (not feature walkthroughs) - Handle technical objections: - Confidently address integration, scalability, and implementation questions in live deals - Stay hands-on with the product: - Use and test the product regularly to strengthen demos and technical credibility - Partner cross-functionally: - Work with Product and PMM to align on releases and share structured field feedback - Improve how we sell: - Proactively identify gaps in demos, messaging, and sales execution and drive improvements Qualifications - 2+ years of experience as a Solutions Engineer / Sales Engineer in B2B SaaS - Strong technical foundation (APIs, integrations, SaaS workflows) with the ability to ramp quickly into complex products - Commercially minded: you care about winning deals and connecting technical work to revenue impact - Strong demo storyteller who can simplify complexity into clear customer value - Confident in discovery and technical objection handling across Mid-Market and Enterprise deals - Highly hands-on with the product and comfortable leading live conversations independently - Clear, structured communicator who builds trust quickly with both technical and non-technical audiences - Fast, proactive operator with strong ownership and follow-through - Collaborative partner to Sales, Product, and PMM who brings insights from the field Benefits - Great Place to Work Certified: Recognized for our inclusive, values-driven culture that celebrates diversity and collaboration. - Innovative & Inclusive Culture: Built on curiosity, creativity, and collaboration. - Ambitious Mission with Real Impact: Join us in transforming eCommerce. - Thrive & Grow: No ceiling to what you can achieve or learn. - Flexible Work Setup: Remote-first team with flexible hours. - Competitive compensation - Healthcare coverage offered from day 1 - Retirement plans including company match - Unlimited PTO - Annual learning & wellness benefit - Monthly book perk - Career progression & professional development - In-office lunch and commuter benefits for those located in our hub locations Salary Range USD $156,000 OTE - $175,000 OTE

Your role at DynatraceWe are seeking a highly motivated and results-driven Software Presales Engineer to join our dynamic team. In this critical role, you will be responsible for driving the successful adoption and consumption of our Log Management SaaS offerings by partnering closely with our sales organization and our customers. You will act as a technical advisor, demonstrating the value and capabilities of our Log Management platform to existing. And prospective customers and helping them understand how to maximize their return on investment (ROI) with Dynatrace. Location: Bengaluru or Mumbai Responsibilities:- - Be able to articulate complex technical concepts in a clear and concise manner to both technical and non-technical audiences. - Conduct product demonstrations, proof-of-concepts (POCs), and technical evaluations. - Collaborate with sales teams to develop and execute effective sales strategies to increase Log Management consumption and newt new ARR. - Address technical questions and concerns raised by prospects and customers. - Build and maintain strong relationships with key stakeholders at customer organizations. - Work with customers to design and architect optimal Log Management solutions that meet their specific business needs and technical requirements. - Assist in the development of proposals and presentations that effectively communicate the value proposition of our Log Management SaaS offerings. - Educate customers on best practices for maximizing their utilization and ROI of our Log Management SaaS platform. - Identify and address potential consumption bottlenecks and challenges. - Provide ongoing support and guidance to customers to ensure successful adoption and usage. - Gather market intelligence and competitive information to inform product development and go-to-market strategies. - Stay informed about industry trends and competitive landscapes. What will help you succeed - 5+ years of experience in a technical presales, solutions engineering, or consulting role. - Strong understanding of SaaS concepts, including pricing models, delivery models, and consumption metrics. - Experience with cloud platforms (AWS, Azure, GCP) is a plus. - Experience in Observability technologies, market landscape and competitors. - Experience with data analysis and visualization tools is a plus. To ensure your success as a Log Management Solutions 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: - Previous 3 – 5 years of experience with Observability or application performance management technologies and techniques. - Ability to drive a Log Management consumption with customers clearly articulating the competition difference and value outcomes of Dynatrace Log Management solution. - Ability to manage a number of projects simultaneously, work with a number of different salespeople 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. - 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. - 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.

About The Team & Role: Rubrik’s sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional development through our world class sales enablement program and our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential and take your career to the next level. All this while doing something that truly matters, protecting the world's data. As a Strategic Sales Engineer, you will provide technical direction and business guidance to the regional sales team. We are seeking a self-starter who will exceed sales quotas by driving innovative technical programs, pipeline generation alongside AEs, customer demonstrations, POCs, and overseeing day-to-day account-level activities. You will be responsible for evangelizing, positioning, and architecting Rubrik’s Data Resilience, Observability and Remediation tools to a targeted list of new & existing customers throughout the West Region. What You'll Do: - Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market. - Assists in the analysis, design and development of fully integrated technology solutions. - Demonstrates technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings in the SAN product space. - Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. - Makes technical and sales presentations to customer's technical staff and senior management. - Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. - Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. - Leads technical sales calls - Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding. Preferred Qualifications: - 5+ years of sales engineering experience preferably in a software or data center environment. - Driven – need for success, highly energetic with a strong hands-on, “can do” approach. - The successful candidate must have a fundamental breadth of technical knowledge in cloud data management, backup and disaster recovery and data analytics. - Entrepreneurial - willing to go the extra mile, strong work ethic, resourceful, “get it done” attitude - Strives in moving in a fast-paced environment; including handling multiple calls/demos per day with immediate follow up. - A high level of business acumen and experience working with Cx0 level personnel, bringing technology solutions to solve business challenges. - Smart, adaptable and open-minded #LI-CG1 The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company’s written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training. US Pay Range $129,100—$206,300 USD Join Us in Securing and Accelerating the World's AI TransformationRubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes. Linkedin | X (formerly Twitter) | Instagram | Rubrik.com Inclusion @ RubrikAt Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data. Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential. Our inclusion strategy focuses on three core areas of our business and culture: - Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here. - Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries. - Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities. Equal Opportunity Employer/Veterans/DisabledRubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. EEO IS THE LAW NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS