Senior Sales Engineer - Majors (Central)

As a Senior Enterprise Sales Engineer, you’ll serve as a trusted technical advisor and strategic partner to both customers and Sales. You’ll lead complex technical evaluations, align solutions to business outcomes, and help shape deal strategy in high-impact opportunities.

This role goes beyond delivering demos - you’ll own the evaluation experience end-to-end, influence key stakeholders, and help drive successful outcomes across enterprise accounts.

What You’ll Do:

Own the technical strategy across your accounts as a peer to the Account Executive - a standing weekly 1:1 with each AE you support, and a standing weekly account team call with the full ecosystem where you carry POV status, technical blockers, and the explanation behind any usage movement.

Own the technical explanation behind consumption movement in your accounts. Work with the CSM and TAM to separate legitimate growth from misconfiguration, make sure legitimate growth gets quantified before renewal, and flag forward-looking usage the customer has signalled rather than explaining it backwards a month later.

Lead discovery in every meeting, not only in discovery meetings - including meetings where you were invited to present. Leave each meeting knowing something about their business you did not know going in.

Deliver engaging product demos, technical presentations, solution workshops, etc. that connect platform capabilities to customer outcomes for diverse stakeholder audiences including executives

Full ownership of the technical evaluations (POVs) end-to-end: scoping use cases and requirements, defining competitive success criteria, building a project plan with clear timelines, and holding all participants accountable to the process

Identify, develop, and leverage technical champions across multi-stakeholder environments, building a structured plan for champion cultivation and influence throughout the deal cycle and beyond

Contribute to product direction through active participation in structured product and engineering field feedback sessions, bringing field insights and customer patterns to PM and engineering teams

Drive operational excellence by ensuring activity, deal progress, and customer interactions are accurately documented and up to date in related systems

Identify and proactively resolve technical and organizational blockers by collaborating across Product, Support, and GTM teams before customers are impacted

Contribute to team enablement by mentoring peers, sharing best practices, and creating reusable assets that scale knowledge across the region

Who You Are:

7+ years of experience in Sales Engineering, Solutions Engineering, or a technical customer-facing role within an enterprise environment

Skilled at influencing and adapting communication across technical, business, and executive audiences

Advanced background in public cloud (AWS, Azure, GCP), Kubernetes, APM/tracing, security, developer experience, observability

Strong communication skills, with the ability to explain technical concepts to a range of audiences

Experience displacing or consolidating away from an entrenched incumbent inside an account where that incumbent has internal advocates

A consultative, outcome - oriented approach to problem-solving and customer engagement

Demonstrated depth over breadth. You have worked a very small number of very large organisations over long horizons, and can describe how your understanding of one account compounded across quarters.

Experience mentoring peers or contributing to team enablement initiatives

Demonstrated capability of utilizing AI tooling and scaling it

Growth mindset of embracing change and being curious