About Middleware

Middleware is a fast-growing and well-funded YC startup with a mission to help organizations gain insights and visibility into their complex systems and applications. Our AI-powered observability platform provides real-time monitoring and alerting, along with advanced analytics and reporting tools. We are committed to the professional growth of our team members. We offer opportunities for advancement in sales, technical expertise, and leadership roles, supporting your long-term career development within a dynamic and innovative environment.

Job overview

As a sales engineer, you will play a critical role in driving the success of our sales efforts by providing technical expertise and consultation to prospects and clients. Leveraging your deep understanding of observability tools and practices, you will collaborate with our sales team to articulate the value of our solutions and assist in the pre-sales process. You will be responsible for understanding customer requirements, designing tailored solutions, owning and driving deals to closure, supporting existing clients, and delivering compelling demonstrations to showcase our products' capabilities.

Skills and Responsibilities

• Collaborate with the customer and your sales counterpart to refine and understand customer prospect requirements.
• Act as the go-to technical contact for all things Middleware for local customers and as the critical relationship builder on assigned accounts.
• Design and present customized solutions that address customer challenges and align with their business objectives to Middleware proofs of concept (POCs)
• Develop technical documentation, including solution architectures, diagrams, and implementation plans.
• Provide input to product development teams based on customer feedback and market trends.
• Travel to customer sites as needed for meetings, presentations, and workshops.
• Managing the end-to-end sales lifecycle right from lead generation to closure (Cold calling, Email prospecting, campaigns)

Qualification and experience

• Bachelor’s degree in computer science, Engineering, or related field (or equivalent work experience).
• 3+ years of experience in a pre-sales engineering or solutions engineering role, preferably in the observability space.
• Strong understanding of observability concepts and technologies such as monitoring tools, log management, distributed tracing, and APM solutions.
• Excellent presentation skills with ability to convey technical concepts effectively to non-technical audiences.
• Ability to work independently as well as collaboratively within cross-functional teams.
• Strong problem-solving skills with attention to detail.
• Relationship building skills with customers.
• Willingness to travel and work flexible hours as needed to support customer engagements and sales activities.