Solutions Architect- Remote (USA) Location Remote-USA Employment Type Full time Location Type Remote Department Sales Compensation OTE $200K – $275K • Offers Equity • Offers Commission Overview About Orb: Orb is redefining what billing software can be, turning one of the most complex parts of running a business into a strategic driver of growth. We're building the revenue design platform that helps teams automate billing, evolve pricing, and grow revenue with confidence. We work with companies like Vercel, Pinecone, Perplexity, and Replit to help them price smarter, bill accurately, and capture more of the revenue they've earned. Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a team that moves fast, holds itself to high standards, and is serious about changing how companies grow. For SF Bay Area and NYC residents, we've built a hybrid work culture where we are in office 3 days/week. For remote roles, we ask you to join us in person 1x per quarter. Our values, customer centricity, minutes matter, run with it, and attention to detail are at the core of everything we do. About the role: We’re looking for Solution Architects who are passionate about solving complex business challenges through innovative technical solutions. As a Solution Architect at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues. You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company's trajectory. In this role you will: - Drive sales deals: Partner with members of the sales teams to drive evaluations of the Orb product and help prospect companies understand the value of Orb. You’ll work on all parts of the deal process, from answering technical product questions to underscoring Orb’s security and compliance program. - Pave the path for implementations: You’ll help future customers understand how the core pieces of the product fit their existing workflows, and how they can best use Orb for automation and intelligence. You’ll play a key role in shaping Orb’s roadmap around reducing time to value. - Serve as a technical advisor in the field: Customers will look to you for expertise in both Orb’s products and related business systems. You’ll help them successfully craft solutions centered around Orb’s capabilities. - Help strengthen Orb’s product: We value developer experience highly, and you’ll work to fill in product gaps through technical solutioning and monitor customers’ experiences to give feedback to product teams. About you: - 3+ years of experience in a technical customer-facing role - Clear written and verbal communication, especially around technical concepts - Previous experience partnering with sales, product management, customer success to build process and repeatable motions - Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens. - Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience. - Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships. - A continuous learner who stays curious about new technologies and methodologies. - Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities. - Sales Methodology training (e. g. MEDDPICC, SPIN, Challenger Sales) is preferred. - Not afraid to take calculated risks and innovate while balancing pragmatism. - Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events. You might be a good fit if you: - Have prior experience in an early-stage startup - Know or have experience in the billing space - Have previously worked with data infrastructure tooling such as ETL tools - Are excited to work on developing creative solutions around data import, export, and ingestion tooling - Comfortable learning integration APIs quickly to facilitate Orb’s connection to internal tools such as tax automation, accounting, and provisioning Benefits: - Excellent medical, dental, and vision insurance - One Medical membership - Unlimited PTO plus an additional week off between Christmas and New Year’s - 401k plan - 16-week paid parental leave with equity vesting - Commuter stipend - Catered lunches in the office - Annual learning & development stipend - Meaningful equity in the form of stock options Equal Opportunity Employer We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.

• Partner with Sales to position Mapbox’s technical value and shape opportunities. • Lead technical discovery to understand customer goals, requirements, and success criteria, and ensure solution designs meet business objectives. • Design and present scalable architectures using Mapbox SDKs, APIs, and platform services. • Respond to technical customer requests (RFI/RFQ) with clear technical documentation and solution proposals. • Provide technical guidance during the pre-sales cycle and deliver rapid technical enablement via workshops, demos, and PoC/PoV in a fast-paced digital customer environment. • Drive customer success by accelerating time-to-value and supporting adoption and expansion in a dynamic, complex ecosystem. • Advocate for customer needs and provide structured feedback to influence product and engineering direction. • Stay current on mapping, mobility, and AI technologies and share best practices internally and with customers.

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers. What You'll Do Solutions Architects are trusted technical and business advisors who partner with customers to design, prototype, and deliver solutions on the Mapbox platform. You will work directly with customers and account teams to discover needs, design architectures, and deliver solutions that turn data, mobility, and mapping into effective digital experiences and measurable business outcomes. This role is ideal for someone who combines technical depth with commercial acumen and thrives at the intersection of strategy, architecture, and delivery. Successful candidates typically have a mix of software engineering, product management, solutions engineering, and technical consulting experience prior to this role. Core responsibilities - Partner with Sales to position Mapbox’s technical value and shape opportunities. - Lead technical discovery to understand customer goals, requirements, and success criteria, and ensure solution designs meet business objectives. - Design and present scalable architectures using Mapbox SDKs, APIs, and platform services. - Respond to technical customer requests (RFI/RFQ) with clear technical documentation and solution proposals. - Provide technical guidance during the pre-sales cycle and deliver rapid technical enablement via workshops, demos, and PoC/PoV in a fast-paced digital customer environment. - Drive customer success by accelerating time-to-value and supporting adoption and expansion in a dynamic, complex ecosystem. - Advocate for customer needs and provide structured feedback to influence product and engineering direction. - Stay current on mapping, mobility, and AI technologies and share best practices internally and with customers. What We Believe are Important Traits for This Role - 5+ years in solutions architecture, customer-facing engineering (pre-sales, post-sales), or consulting. - Bachelor’s or Master’s degree in Computer Science, Engineering, or a related field (preferred). - Knowledge of web and mobile technologies (JavaScript, Android, iOS). - Experience building applications that integrate back-end APIs and front-end SDKs. - Experience of GIS, location intelligence, geospatial data, and mapping is a plus. - Experience with major cloud platforms (AWS, Azure, or GCP) is a plus. - Experience with AI technologies is a plus. - Experience leading technical responses for RFI/RFQ, crafting comprehensive technical proposals. - Strong business acumen and comfort working autonomously across distributed teams. - Demonstrated ability to translate complex requirements into scalable, robust architectures aligned with customer objectives. - Excellent communication skills with both technical and executive audiences, combined with a proven ability to influence executive, product, engineering, and developer stakeholders. - Experience supporting high volumes of customer opportunities and context-switching efficiently across stakeholders. - Experience in various industries (e.g. logistics, telecom, weather) is a plus. - Willingness to travel up to 25% for customer meetings, workshops, and industry events. What We Value In addition to our core values, which are not unique to this position and are necessary for Mapbox leaders: - We value high-performing creative individuals who dig into problems and opportunities. - We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people. - We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company. - We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply. By applying for this position, you acknowledge that you have received the Mapbox Non-US Privacy Notice for applicants, which is linked here. Completing this application requires you to provide personal data, such as your name and contact information, which is mandatory for Mapbox to process your application. We are committed to a fair and equitable hiring process. We do not discriminate against any protected class. #LI-Remote

About Us Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy: - Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. - Continuous professional growth and leadership opportunities. - Health, wellness, and financial benefits to offer peace of mind to you and your family. - World-class facilities and the technology you need to thrive – in our offices or yours. Job Summary The Global Solutions Engineer collaborates with account teams to assess customer data center environments and design tailored infrastructure solutions that align with business objectives. This role involves building technical relationships with OEMs, providing training to sales teams and customers, managing the solution practice pipeline, and engaging with various client contacts to identify technology opportunities across Data Center, Cloud, Network, Security, and Services spaces. Role Description - Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies. - Design and propose tailored infrastructure solutions that align with customers' business objectives. - Build and maintain technical relationships with OEMs and strategic partners, and stay updated on the latest product information. - Provide product training and technical education to the sales team and customers. - Act as a trusted IT advisor for customers, partnering with Field Account Executives. - Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business. - Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces. - Develop solutions that fit customers’ needs and budgets through strategic planning. - Engage with multiple layers of client contacts, including CIOs, IT Directors, and CTOs, to ensure comprehensive account management. - Educate and develop sales teams on technical selling, product training, services, and technology trends. Behaviors and Competencies - Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium. - Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. - Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. - Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained. - Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods. - Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management. - Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions. - Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. - Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency. - Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results. Skill Level Requirements - Experience working in complex Data Center sales opportunities - Intermediate - Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate - Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - Intermediate - Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate - Expertise in mainstream technologies to include: Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate - Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate Other Requirements - Completed Bachelor’s Degree or relevant work experience required - 3-5 years of experience in a similar role - Ability to travel to SHI, Partner, and Customer Events - Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix  The estimated annual pay range for this position is $160,000 - $260,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity – M/F/Disability/Protected Veteran Status