• Own the technical customer relationship as the primary professional services contact across the full lifecycle: discovery, design, pilot, production, and expansion • Run discovery with customer sponsors, domain experts, and operators to identify high-value use cases for Arango's AI product suite • Design target architectures on Arango's multi-model platform, including graph data models • Define success criteria, SLAs/SLOs, data access and governance requirements, and a phased delivery plan from proof of value to production • Build reference implementations and prototypes that prove value early • Guide production deployment into secure, observable services alongside the customer's engineers • Establish evaluation practices and iterate on prompts, models, retrieval strategy, and graph structure using offline and online metrics and A/B tests • Produce architecture documentation, runbooks, and reusable patterns, and train customer engineers and end users • Act as the voice of the customer to Arango's product and engineering teams.

Role Description We are looking for a driven and highly proactive Internal Consultant to help stand up our project-based Solutions Engineering practice. In this role you will be the connective tissue between client needs, technical design, and repeatable delivery, where you will be turning ambiguous opportunities into well-scoped, well-priced engagements, and building the templates, kits, and workflows that let the team deliver them consistently. - Lead the development of project proposals end-to-end: translating client needs and architect input into clear, structured, well-scoped engagements. - Draft the narrative, assemble estimates and assumptions, and co-own final proposals with solutions leadership. - Partner with solutions architects and client stakeholders to define project scope, deliverables, boundaries, and assumptions. - Document scope guardrails and change-control triggers, ensuring every engagement is defined clearly before it starts. - Build and continuously improve the team's service delivery kits such as reusable templates, estimation models, SOW/engagement frameworks, playbooks, and scoping checklists. - Partner with internal technical builders to implement workflow automation opportunities across Solutions Engineering. - Support the Partnerships team by streamlining shared workflows, documentation, and handoffs between partnerships-sourced opportunities and the delivery pipeline. - Act as a proactive problem-solver across the practice: surfacing gaps, proposing structure where none exists, and moving work forward without waiting to be asked. - Analyze scoping accuracy and engagement outcomes over time, feeding insights back into estimation models and delivery kits. Qualifications - Bachelor's in Business, Engineering, or a related field; consulting, pre-sales, or solutions background is a strong plus. - 4–7 years of experience in management consulting, pre-sales/solutions, engagement management, or project delivery, ideally within a technology, AI/data, or professional-services environment. - Demonstrated experience writing proposals, SOWs, or scoping documents (experience with fixed-price engagements is a significant plus). - Comfort partnering with technical stakeholders (architects, engineers) and translating fluidly between business and technical language. - Exceptional written communication: you can turn a messy discovery conversation into a crisp, persuasive, well-structured document. - A strong process and operations mindset, with a track record of building templates, playbooks, or repeatable systems. - Working familiarity with workflow automation tools (e.g., Zapier, Make, n8n) and with project/collaboration tools (Jira, Asana, Monday.com, Notion). - An analytical, numbers-comfortable approach to estimation, scoping, and simple ROI/margin reasoning. - High degree of self-direction, ownership, and comfort operating in ambiguity within a newly forming team. - Professional-level fluency in English with impeccable written and verbal communication skills (C1). Benefits - Ownership through equity participation. - Annual company retreat. - Education bonus for continuous learning. - Company-wide winter break. - Paid time off. - Optional in-person events and meetups. - Tailored career roadmaps. - High-performance culture.

• Shape the technical strategy in partnership with Account Executives • Facilitate purposeful discovery through conversations and workshops • Design and deliver tailored demonstrations and presentations • Plan and lead proofs of concept and technical evaluations • Build trust across the buying team by developing relationships with stakeholders

• Demonstrating solid understanding of Cisco's portfolio, including any specialized/architecture perspective • Increasing penetration via cross/up-selling and displacing competition • Leading the technical relationship with customer(s)/partner(s) • Leading engagements with IT & decision makers at customer/partner and LOB interaction • Serving as a primary technical sales influencer • Translating needs into technical requirements • Spending most selling time landing opportunities and expanding within an account • Involvement in territory strategic planning • Providing active feedback to relevant sales teams on strategic customer needs and market opportunities, and competitive market tactics • Taking the lead on moving deals across the technical sales process • Designing and communicating relevant solutions based on technical and business requirements identified by the customer or partner • Managing a virtual support team of sales resources • Accountable for getting the technical closure