Senior Solution Engineer, Observe

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At Snowflake , we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake , your role isn't just to execute a function, but to help redefine the future of how work gets done. Observe by Snowflake is a high-growth SaaS observability platform built on the Snowflake AI Data Cloud, enabling businesses to troubleshoot modern distributed applications 10x faster. Now, as a core part of Snowflake , we’ve reached a major milestone in the evolution of the Snowflake platform. By bringing AI-powered observability directly into the Snowflake ecosystem, we’ve created the first truly unified platform for telemetry and business data. As a Senior Solutions Engineer for Observe, you will play a critical, highly-visible, role within our organization, serving as the primary technical resource for our Sales team. You will be responsible for driving the technical closure of sales opportunities by demonstrating the value of Observe to prospective customers. This role requires a blend of deep technical knowledge, strong presentation skills, and a customer-focused approach. KEY RESPONSIBILITIES: Technical Discovery and Presentation: Conduct in-depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements. Tailor and deliver compelling product demonstrations and technical presentations that showcase how our solution addresses their needs. Proof of Concepts (POCs): Design, scope, and manage technical evaluations and Proof of Concepts, ensuring the successful setup and demonstration of value within the customer's environment. Document findings and present clear, persuasive results back to the customer. Sales Team Support: Partner closely with Account Executives to develop and execute technical sales strategies. Act as the technical subject matter expert throughout the sales cycle, from initial contact to final contract. Feedback and Product Collaboration: Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape. Content and Training: Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides. Deliver technical training to the broader Sales organization. Travel: Ability to travel to client sites and industry events as required. QUALIFICATIONS : Required Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience. 5+ years of experience as a Sales Engineer or Solutions Architect in the software industry. Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack). Familiarity with cloud-native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP). Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences. Preferred Experience selling to Developer, DevOps, and Site Reliability Engineering (SRE) personas. Prior experience in a fast-paced, high-growth Observability or Application Performance Monitoring (APM) company. Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the compan

在Snowflake，我们正在推动智能体企业时代的发展。为了迎接这个新时代，我们在各个职能领域寻找AI原生的思考者，他们因有机会重塑自己的工作方式而充满活力。你不仅仅是使用工具；你拥有与生俱来的好奇心，将AI视为高信任度的协作者，它是你解决问题和加速影响力的核心。我们寻找那些低调谦逊、在动态且快速变化的环境中茁壮成长、以实验心态行动的人——他们快速测试新兴能力，以发现更简单、更强大的交付成果的方式。在Snowflake，你的角色不仅仅是执行某项职能，而是帮助重新定义工作完成方式的未来。Observe by Snowflake是一个高增长的SaaS可观测性平台，构建在Snowflake AI Data Cloud之上，使企业能够以10倍的速度排查现代分布式应用程序的问题。现在，作为Snowflake的核心组成部分，我们在Snowflake平台的演进中达到了一个重大里程碑。通过将AI驱动的可观测性直接引入Snowflake生态系统，我们创建了首个真正统一的遥测和业务数据平台。作为Observe的高级解决方案工程师，你将在我们的组织中扮演关键且高度可见的角色，担任我们销售团队的主要技术资源。你将负责通过向潜在客户展示Observe的价值来推动销售机会的技术成交。该职位需要深厚的技术知识、出色的演示技巧和以客户为中心的方法。主要职责：技术发现与演示：与潜在客户进行深入的技术发现会议，了解他们当前的环境、挑战和特定的可观测性需求。量身定制并交付引人注目的产品演示和技术演示，展示我们的解决方案如何满足他们的需求。概念验证（POC）：设计、界定和管理技术评估和概念验证，确保在客户环境中成功设置并展示价值。记录发现结果并向客户呈现清晰、有说服力的结果。销售团队支持：与客户执行经理紧密合作，制定和执行技术销售策略。在整个销售周期中担任技术主题专家，从初次接触到最终合同。反馈与产品协作：作为客户的声音向产品管理和工程团队提供关键反馈，涉及产品能力、市场需求和竞争格局。内容与培训：开发和维护技术销售材料，包括演示环境、演示文稿和最佳实践指南。向更广泛的销售组织提供技术培训。出差：能够根据需要前往客户现场和行业活动。资格要求：必备条件：计算机科学、工程或相关领域的学士学位，或同等实践经验。5年以上软件行业销售工程师或解决方案架构师经验。对现代可观测性概念（指标、日志、追踪）和工具（如Prometheus、OpenTelemetry、Grafana、ELK Stack）有深入的技术理解和实践经验。熟悉云原生技术（Kubernetes、Docker、微服务）和主要云平台（AWS、Azure、GCP）。出色的口头和书面沟通能力，能够向技术和非技术受众清晰阐述复杂的技术概念。优先条件：有向开发者、DevOps和站点可靠性工程（SRE）角色销售的经验。曾在快节奏、高增长的可观测性或应用性能监控（APM）公司工作的经验。每位Snowflake员工都应遵守公司处理敏感数据的保密和安全标准。Snowflake员工必须遵守公司的

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