• Lead Technical & Business Discovery: Conduct thorough discovery sessions to understand customer challenges, perform AI readiness assessments, and design tailored demos, and proofs of value that demonstrate Zendesk’s differentiated value. • Architect AI-Driven CX & ES Solutions: Translate advanced AI/ML capabilities (such as automation, conversational bots, predictive analytics, and orchestration) into clear, business-focused narratives for diverse audiences from IT to the C-suite. • Drive Technical Strategy Through the Sales Cycle: Own the end-to-end technical engagement, from qualification and design through pilot execution. • Integrate & Scale: Architect secure, scalable solutions leveraging Zendesk APIs, middleware, telephony systems, and cloud platforms (AWS, Azure, GCP) that enable seamless workflows and automation. • Collaborate & Influence: Work cross-functionally to align customer needs with Zendesk’s product roadmap, influence future innovations, and ensure a unified go-to-market strategy. • Measure & Optimize Impact: Use Zendesk analytics and AI performance metrics (sentiment analysis, ticket deflection, time-to-resolution) to demonstrate ROI and inform continuous improvement. • Champion AI Adoption: Collaborate with Customer Success to drive AI adoption through value realization initiatives.

• Interview Subject Matter Experts (SMEs) to extract content details and review technical written sections with SMEs for accuracy to ensure the inclusion of win strategies in the document and compliance with formats dictated in the Request for Proposal (RFP) • Work closely with the business development team to understand client requirements to develop customer-focused solutions that meet their needs • Work closely with the proposal manager, volume lead, and graphic artist to maintain strong coordination and open communication throughout the proposal development process to ensure content is responsive and compelling • Utilize proposal source files and other research methods to obtain information and pertinent material to write technical, management, past performance, executive summaries, and different proposal sections • Collect feedback during reviews, evaluate recommended revisions, and update drafts throughout the process • Translate complex information gathered into clear, concise, and persuasive content • Conduct intel research, gather data, and analyze and validate customer requirements and customer expression of need/interest • Participate in proposal kick-offs and proposal status meetings and help maintain the proposal schedule

• Shape the future of the big data landscape by collaborating with customers, product teams, and the broader customer-facing team • Develop architectures and solutions using the Databricks platform and APIs • Guide customers through competitive landscape, best practices, and implementation • Provide technical leadership to help customers understand how Databricks can solve their business problems • Consult on Big Data architectures and validate integrations with cloud services, home grown tools, and other 3rd party applications • Collaborate with fellow Solutions Architects to support each other and users • Become an expert in and promote Databricks inspired open-source projects (Spark, Delta Lake, and MLflow)

Your role at DynatraceSenior Manager, Solutions Engineering We are looking for a Senior Manager, Solutions Engineering to direct the efforts of Solutions Engineering teams while driving measurable business outcomes—especially top-line expansion revenue within our current customer base. This leader will partner closely with Sales, Marketing, Customer Success/Customer Care, and other stakeholders to identify customer upgrades, design solutions that promote Dynatrace products and services, and deliver world-class technical and commercial outcomes. The Dynatrace Solutions Engineering organization champions our strategic direction and vision, while promoting and advocating new product direction to and on behalf of our customers. Solutions Engineering is both a trusted advisor and solution consultant, helping customers realize value through modern observability, automation, and security. The successful candidate brings a strong track record of building and developing high-performing technical presales organizations, leading Solution Engineers, scaling programs and processes, and engaging credibly with senior customer stakeholders. You will combine business acumen, technical depth, and hands-on leadership to help customers accelerate cloud adoption, digital transformation, and enterprise agility—while expanding Dynatrace value across the account base. Are you ready to be part of this extraordinary story and make a personal impact—helping the world deliver perfect software and delightful digital experiences, radically automate operations, and accelerate innovation with confidence? What will help you succeedRequired - 11+ years of technical pre-sales / Solutions Engineering experience, with 4+ years of people management experience. - Strong track record of working in a customer-facing environment and driving initiatives to improve customer satisfaction and outcomes. - Proven ability to drive expansion outcomes (upsell/cross-sell), build strategic account influence, and partner effectively with Sales leadership. - Excellent communication, organizational, critical thinking, and analytical skills. - Excellent presentation skills in small, large, and executive-level settings. - Experience working for a SaaS vendor. - Ability for regular travel across the assigned region (as applicable). - Bachelor’s degree in Engineering, Computer Science, or equivalent practical experience. Technical Background (Preferred/Strongly Desired) - Knowledge of modern architectures and methods (e.g., Kubernetes, CI/CD, cloud-native patterns). - Experience with public cloud providers (AWS, Azure, Google Cloud). - Experience in Application Performance Management (APM), observability, and monitoring. - Development experience in one or more of: Java, .NET, C/C++, Python, Node.js, PHP. - Understanding of network and system management solutions. - Understanding of IT Service Management (ITSM) practices and solutions. Why you will love being a Dynatracer - A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly. - Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research. - A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries. - An environment that fosters innovation, enables creative collaboration, and allows you to grow - A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals. - A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team. - A relocation team that is eager to help you start your journey to a new country, always there to support and by your side. - Attractive compensation packages and stock purchase options with numerous benefits and advantages. Compensation and Rewards