Role Description The Solutions Engineer is the customer-facing engine of Kion's pre-sales motion. You're the person carrying the story through the evaluation, hearing what a prospect actually needs in discovery, shaping the eval around it, running the demos, and keeping the room moving from "interesting" to "we have to have this." This role leans heavily pre-sales, closer to 80/20 or 90/10. POVs, custom demos, technical discovery, executive briefings, and evaluation orchestration are the core of the work. You'll partner closely with the broader Solutions team on every meaningful deal, leaning on teammates for the deepest configuration and integration work while you own the narrative arc, the prospect relationship, and the business outcome they're buying toward. The most important thing you'll do isn't a demo. It's leaving every call with the prospect feeling heard and in good hands, even when the answer isn't ready yet. People buy from people they trust, and a great SE turns a technical evaluation into a relationship that survives the messy parts, then carries that trust forward into the customer phase. Why this role matters: You're the person who makes a prospect's evaluation feel like the easiest part of their year. Not by pitching, but by showing up curious, asking the questions their internal team isn't asking them, and making them look smart to their own stakeholders. That's the first step in turning them into a fan. Qualifications - 3 to 6 years in a customer-facing technical role: Solutions Engineering, Sales Engineering, or Solutions Architecture with a strong pre-sales lean. - Demonstrated ability to lead a prospect through a technical evaluation. - Working knowledge of at least one major cloud provider (AWS, Azure, or GCP). - Familiarity with the cloud governance space: IAM, policies, compliance frameworks, FinOps concepts. - Comfort with authentication frameworks (SAML, LDAP, Active Directory, RBAC). - Strong presentation and storytelling skills. - Calm under pressure. - Comfortable using AI as a working tool. - Show up with humility and honesty. - Up to 15 to 20% travel for prospect meetings and industry events. Requirements - You've sold or evaluated into enterprises and know how those buying processes actually work. - You've worked alongside teammates with complementary skill sets. - You can tell the difference between a prospect who's truly stuck and one who's stalling. - You build things to figure them out: demos, scripts, internal tools. - You're energized, not exhausted, by context switching and wearing multiple hats. Benefits - Remote-first culture: Work anywhere in the U.S. with flexible hours. - Inclusive environment: We value diverse perspectives. - Excellent compensation and high-quality benefits: including multiple medical plan options, Unlimited PTO, and 3% of direct compensation contribution to your 401(k). - Growth opportunities: Build cutting-edge cloud solutions with room to explore new technologies. - Mission-driven work: Help organizations simplify and secure their cloud operations at scale.