Senior Solutions Engineer (K8S) (Remote Us)

Replicated is a Commercial Software Distribution Platform.
Replicated helps software vendors distribute their applications into self-hosted environments like VPC, on-prem, air gap, and more.
With a suite of tools ranging from installation, to testing, to licensing and support, Replicated is the best way to operationalize and scale the distribution of Kubernetes applications into any enterprise environment.
Our customers include KNIME, Puppet, Smartbear, BigID, Swimlane, and many other fast-growing enterprise software vendors.
Replicated is committed to cultivating an efficient, respectful workplace.
We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible.
As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences.
We are fully remote and plan to stay that way!
We're open to any state in the US.
In addition, for some roles, we're open to candidates in Canada, the UK, Australia, and New Zealand.
Are you an engineer with deep experience deploying applications to Kubernetes?
Do you love working with customers?
If the above resonates with you and you have experience as an SE, we're looking for someone like you to join our Solutions Engineering team.
As a Solutions Engineer, you'll guide your prospects and customers on their Replicated Platform journey, helping them at every stage from first Zoom call to wild success.
We sell to software vendors.
Our buyers are developers, platform teams, product engineers, and CTOs with strong opinions.
Each is unique, but all aim to deliver best-in-class software to customer environments.
You'll demonstrate the platform, lead customer evaluations, and answer deep technical questions.
You'll get hands-on with vendor teams to show the value of the Replicated Platform.
As a Solutions Engineer, you'll collaborate extensively across the organization.
Each day you will work with Account Executives, Product Managers, and Developers.
Through your continuous conversations with our customers (vendors), combined with a deep knowledge of our ecosystem and products, you'll influence product direction and set customers up for long-term success, becoming a trusted advisor for your vendors throughout their Replicated journey.
What Replicated offers:
The world's best platform to distribute modern software enterprise customers with complex requirements.
An exciting pool of customers including AI, security, and development tool vendors
Our culture of learning, anchored in a growth mindset and continuous curiosity
Fully remote company - with support for your remote experience and home working environment
Be surrounded by people who love what they do
What you'll do:
Guide vendors through discovery and prove the value of the Replicated Platform.
Partner with Account Executives and provide strong strategic support for your opportunities
Determine when and how to use technical sales and enablement tools like demonstrations, proof-of-value, and hands-on labs.
Deliver demonstrations, lead collaboration sessions, and guide proof-of-value implementations.
Cultivate technical champions within opportunities and become a trusted advisor for those champions.
Build strong, trusting relationships with technical members of the vendor buying group.
Maintain the ties you build to help them achieve long-term success with Replicated.
Evaluate a vendor's propensity to succeed and increase the odds of their success.
Track and manage technical risks for opportunities and POVs, with the aim of establishing long-term relationships.
Represent the voice of the customer in internal discussions.
Become an internal evangelist for opportunities for improvement to make our customers continually successful.
What you bring to the role:
Senior-level experience in technical pre-sales.
Experience in a startup or similar small team, high-growth environment is important.
A very strong technical background: experience with containers, Kubernetes, and Helm is essential.
Knowledge of one or more Kubernetes distributions and cloud platforms.
Experience communicating complicated technical concepts to technical and non-technical audiences
Understanding of continuous integration, continuous deployment, and platform engineering.
Passion for collaborating with customers and helping them through the evaluation and purchasing process.
Empathy and curiosity in all interactions.
Demonstrated track record of owning the long-term success of your opportunities and accounts.
Demonstrated track record of building and maintaining strong internal relationships across teams and departments.
Experience developing software for delivery to customer-managed environments is a plus.
Experience managing infrastructure in an SRE or platform engineering role is a plus.
In your first 30 days:
Learn as much as you can about the company, team and product
Complete hands-on training with the Replicated Platform.
Follow an onboarding checklist and meet with team members from across the company
Improve the onboarding process as you notice rough edges.
Use your fresh perspectives to identify areas where we can do better.
Pair with current team members for meetings, demos, and presentations.
Take over parts of the agenda as you get more comfortable.
Review recorded sales calls and learn our sales motion.
Learn our sales and solutions engineering processes.
Learn how to demo the Replicated Platform
You will receive a copy of 'The First 90 Days' as a resource to help you outline your 90 days plan
In your first 60 days:
Continue pairing with the current team and assuming a more active role in the agenda.
Continue honing your demo and presentation skills.
Deliver a mock demo to the go-to-market team for feedback.
Start taking your own discovery calls with a backup from the current team.
Shadow an engineer in our support rotation.
You'll learn how we support our customers and dig deep in the product.
Begin playing a role in the Replicated Community, answering questions and sharing advice.
Select a learning course that aligns with your goals and experience and begin the course.
Continue to grow your understanding of Replicated, both the company and the platform.
Learn how we develop products.
Build relationships.
Discover how our services connect and interact.
In your first 90 days:
Assuming ownership of an initial set of accounts supported by the rest of the team.
Begin delivering demonstrations independently and take the lead on your first proof-of-value.
Use your expertise to improve our go-to-market motion and/or the strategy for a specific account.
Continue to learn and grow.
Replicated is committed to your ongoing personal growth.
There will always be opportunities requiring it.
We have a yearly curiosity budget to support your learning and growth.
At Replicated, we value our teammates as individuals who are stronger together.
We offer a robust pay and benefits package that rewards employees for their contributions to our success, supports their well-being, and helps all of us create a great remote work environment.
This role is based in the US.
The OTE range for this role encompasses a 75/25 split and is below:
Sr Solutions Engineer I: $198,000 - $242,000
Sr Solutions Engineer II: $211,500 - $258,500
This is dependent on several factors, including level, qualifications, and experience.
We also offer stock options, a strong health insurance package, as well as a unique home office allowance & a professional development budget.
An overview is on our careers page here:
https://www.replicated.com/careers/
Not sure you meet 100% of our qualifications?
Please apply anyway!
We invest in our team and love candidates who are eager to learn and grow.
We have a fantastic team of highly collaborative individuals who enjoy learning, growing, and mentoring others.
OUR CORE VALUES
Care Deeply : Care deeply about the work that you do.
Because of that you are constantly learning and willing to go out on a limb, challenge assumptions, go back to first principles, etc.
Longterm : Treat every interaction as part of a 30 year relationship, you'll see everyone down the road again as customers, partners, coworkers, etc.
Curious : We're always learning and we approach everyone and every problem with curiosity.
When needed we challenge assumptions, and go back to first principles.
BENEFITS
We offer strong benefits to help you stay healthy and productive.
For the US, our benefits are listed below:
Health/Dental/Vision
Life/AD&D
LTD/STD
FSA
401K
Stock options
Partner perk programs
Generous time off, we expect you to take a minimum of 3 weeks of per year
Laptop+accessories you need to get set up
Generous home office set up allowance or co-working space allowance - up to $10,000 per year!
Curiosity Budget to help you keep learning and growing!
Replicated is an Equal Opportunity Employer.
We celebrate diversity and are committed to creating an inclusive environment for all employees.
We encourage applicants of all backgrounds and we work to make sure that all team members have an equal opportunity to succeed.
We do not accept unsolicited assistance from any headhunters, recruitment firms or any other third party for any of our job openings.
Any unsolicited resumes sent from anyone other than the candidate, in any format, to any person at Replicated, will be considered Replicated property.
Replicated will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.
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