Summary
We are looking for a motivated, curious, and solutions-driven Solutions Engineer with a passion for helping customers solve complex challenges through technology. In this role, you will support the sales and channel team in engaging prospects and customers, demonstrating technical value, and driving successful outcomes. You will play a key role in both new customer acquisition and expanding relationships with existing customers. Measures of success include contribution to deal progression and overall impact on sales team efficiency and success.
What you’ll do:
Partner with Account Executives, Channel Managers to support direct customer and channel engagements
Be the primary technical point of contact for Drata’s channel and MSSP programs in EMEA
Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey
Align customer pain points and requirements with proposed solutions
Develop and deliver compelling product demonstrations and help win new channel partners.
Gather and communicate customer needs to product and engineering teams for future enhancements
Conduct competitive research to inform positioning and strategy
Assist in building financial business cases for prospective customers
Manage technical aspects of RFP/RFI responses and documentation
What you’ll bring:
Curiosity
A strong desire to understand customer challenges, industry trends, and evolving technologies
Ability to quickly learn and adapt to new technologies and solutions
Proactive approach to problem-solving, always looking for creative ways to add value
Collaboration
Ability to work closely with sales, channel, product, and engineering teams to deliver the best solutions for customers
Willingness to share knowledge and contribute to team success
A mindset of continuous learning and improvement through feedback and shared experiences
Solutions-Oriented Mindset
A proactive approach to identifying challenges and proposing effective solutions
Ability to translate technical capabilities into business value for customers
Strong analytical thinking to support decision-making and sales strategy
Impactful Communication
Ability to clearly articulate complex technical concepts in an easy-to-understand manner
Strong written and verbal communication skills for presentations, customer interactions, and internal collaboration
Confidence in delivering demonstrations and engaging with stakeholders at all levels
Preferred Skills & Experience:
2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.
Working knowledge of common cloud providers across tools including:
Infrastructure - AWS, GCP, Azure
Identity Management - Okta, Google Workspace, Entra ID
Version Control - GitHub, BitBucket, GitLab
Experience running trials and POCs and serving as the technical partner of the prospective customer throughout their evaluation.
Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows
Ability to creatively explain and present complex concepts in an easy to understand manner
Experience working in a fast-paced, constantly changing environment
Excellent written and verbal communication skills
Excellent presentation and creativity skills
Benefits:
Supplemental Health Benefits Offered
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is £126,800-£156,700
A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.
Drata is on a mission to serve as the trust layer between great companies.
Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation
Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
