• Partnering with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers • Owning the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility • Delivering product and technical presentations to potential and existing customers • Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape • Driving product conversations based on need and problems with customers • Working with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material

• Developing Infrastructure-as-Code (IaC) using Terraform, CDK, or Pulumi • Developing CI/CD pipelines for Cloud Deployments • Developing custom automation (Lambda Functions/ Azure functions) • Efficient with programming languages (Python, JavaScript, bash, powershell, C#) • Managing code repositories and performing peer code reviews • Ability to maintain the code hygiene and writing test cases for the solutions. • Mentoring and training implementation engineers • Assist with proof of concepts for strategic and enterprise customers • Work side-by-side with customers to design, build, and deploy complex integrations • Establish partnerships and strategic relationships with contacts at our biggest brands • Time management is critical and should be able to manage multiple tasks/projects simultaneously. • Analyze and audit existing Helpshift implementations for the purpose of making improvements • Become an expert at using Helpshift’s administrative tools which include a suite of AI products, bots, and other mission-critical support functions • Work collaboratively with Account Manager, Customer Success Managers, Operations teams, and Sales to ensure customers’ overall success with the product • Occasional travel to client site or other offices (up to 25%)

• Establish, support and maintain positive, trusted relationships at all decision levels within assigned accounts. • Serve as a solution advisor and champion for clients using Neo4j, from project onboarding, through production go-live, value realization and potentially expansion. • Develop and leverage your Neo4j product expertise as a technical advisor, ensuring that clients apply Neo4j technology effectively as they address their project requirements. • Review data model design and assist Cypher query tuning (SQL for graphs) to address performance needs and expand use cases. • Efficiently troubleshoot various technical challenges associated with solution architecture, data integration, end user adoption, and application security. • Act as a key escalation point to help defuse critical issues. • Serve clients as an accessible Neo4j expert who responds to client technical questions and at times proactively delivers information and informal education about product capabilities and best practices. • Track project status, metrics and progress toward key milestones, supporting proactive advisory and consultation to customers, as well as status reporting internal stakeholders. • Collaborate effectively with various Neo4j teams to address client issues expediently. • Advocate within Neo4j for the customers and their product requirements, particularly with Product Management and Product Engineering. • Educate and promote best practices for leveraging Neo4j Customer Support based on assigned customer’s unique experiences and challenges. • Stay current on Neo4j’s portfolio of products and their capabilities. • Contributing to internal and customer-facing reusable artifacts including KB articles, guides, best practice materials, healthcheck or other tools, CS Office Hours etc. • Routine travel to clients sites across the Washington DC, MD and VA areas, for both status meetings and providing client office hours support.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Mid-Market Solutions Engineer is a critical pre-sales support role responsible for delivering compelling product demonstrations, use-case alignment, and technical guidance to prospective mid-market customers evaluating Trustwell’s platform. This individual will partner directly with Account Executives and Sales Development Representatives to support key sales motions, with a focus on credibility, solution fit, and driving deal velocity. This role requires a strong understanding of the functional and technical aspects of Trustwell’s offerings, including Genesis, FoodLogiQ, AskReg, and Product Management modules. The ideal candidate has a background in SaaS, experience working with regulated or process-heavy industries (e.g., F&B, manufacturing, supply chain), and thrives in a collaborative, customer-facing environment. The Mid-Market Solutions Engineer is not a quota-carrying role but plays a key part in helping prospects understand the value of Trustwell’s products—serving as a translator between customer needs and product capabilities. - Deliver product demonstrations and presentations to mid-market prospects in partnership with Account Executives and Key Account Managers. - Understand prospect needs and pain points to effectively map platform capabilities to desired outcomes. - Support discovery efforts and assist in building demo environments or configuring lightweight use cases to showcase value. - Collaborate with Product Marketing and Sales Enablement to maintain updated demo scripts, collateral, and use-case playbooks. - Serve as the technical resource during sales cycles to address product questions, integration feasibility, and data workflows. - Provide feedback to Product and Engineering teams on prospect requests, competitive gaps, and emerging market needs. - Assist with the creation of ROI models, RFP responses, and other deal-support documentation as needed. - Stay current on industry regulations, customer personas, and how Trustwell’s offerings align to compliance and operational pain points. - Participate in sales training, product certification, and continuous learning to support evolving sales motions and product updates. - Perform other duties as assigned. Qualifications - Strong presentation and communication skills with the ability to explain complex concepts clearly to both technical and non-technical audiences. - Experience conducting live software demos for mid-market B2B SaaS prospects. - Working knowledge of cloud-based software applications and the SaaS business model. - Familiarity with concepts such as compliance workflows, traceability, supply chain systems, or food/nutrition software is a plus. - Ability to build rapport quickly with buyers, from food safety to IT to C-suite leaders. - Skilled in translating requirements into solutions and identifying the “why” behind the “what.” - Strong organizational skills with the ability to manage multiple priorities across sales cycles. - Comfort using CRM and sales enablement tools (e.g., Salesforce, Saleloft, HubSpot, ZoomInfo, etc.) Requirements - Bachelor’s degree preferred (technical, business, food science, supply chain, or related field). - 3–5 years of experience in a solutions engineering, pre-sales, sales consulting, or customer success role—ideally within a SaaS or enterprise software company. Benefits - Full healthcare benefits, including medical, dental, and vision. - Supplemental benefits, including STD, LTD, HSA, 401k, etc. - Responsible Time Off (PTO) + Holiday Pay - Competitive Compensation + Bonus! - Excellent culture, growth opportunities, plus much more... Hiring Process - Interview with Human Resources - Panel Interview (Yes, you + 4 others) - Potential Peer Interview - Offer of Employment (Background Screening/References) Compensation The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated salary range for this role is outlined below; with most candidates hired in the mid-range. Equal Employment Opportunity Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team.