Solutions Architect/Sales Engineer

Solution ArchitectJoin fuses wired and wireless networking with Secure Access Service Edge into Graphite, the first unified Secure Agentic Networking Platform. Powered by AgenticOps and delivered on OpenLAN standard hardware, Graphite's novel architecture delivers superior business outcomes with best-in-class reliability and performance. Join's modular approach allows customers to respond flexibly to their business priorities, implementing the elements of the platform they need today, while seamlessly growing their implementation as their needs evolve. The result is industry-leading contextual, real-time telemetry and observability that automates network operations and reduces operational complexity.Join is seeking a Solution Architect to work with sales and product teams to interpret customer requirements and deliver solutions. This person will be responsible for pre-sales activities including assisting with qualifying customers', site surveys and creating systems designs. This role will be instrumental to the success of the company to gain customer adoption and successful implementation of wired and wireless network deployments. The job is located in Silicon Valley.What You'll DoPre-sales assist in qualifying sales leads from a technical standpoint.Sales calls be the main technical resource on sales calls and answers/educates the customer and partner on issues ranging from features, specifications and functionality to integrationWork with Corporate and Field Marketing teams, to help understand specific market needs in order to drive the appropriate activities that can impact positively market's perception towards JoinDemonstrate an understanding of what the customer will need in terms of on-going service and manage expectations on the customer and sales sideDevelop and deliver product demonstrations that explain key technical aspects of solutions that will benefit customers and prospectsProvide answers to client questions about our product, servicing, and other technical aspects of the servicesSuccessfully tailor demonstrations for customers, trade shows, and special eventsBe able to think critically and suggest improvements that might lead to cost savings or other client benefitsWork with the client to problem-solve through every hurdle during the sales processArrange and, in some cases, lead training for customersResearch the industry on an on-going basis to know what changes may be on the horizon that will impact current and future salesProvide feedback to the team as well as R&D for process or product improvements as requiredProvide clear and accurate responses for RFPs and/or contribute technical solutions directly to proposalsWork in tandem with the sales team on presentations to ensure accuracyWillingness to travel and devote long hours to challenging sales projectsPerform site surveys for wired and wireless networksCreate and delivery networking and Wi-Fi design reports to enable operations team to implement wired and wired networksWork in tandem with operations team to deliver successful implementations of network designs and system turn-upCoordinate system design efforts with third party companies such as cabling vendors, electricians and others as neededYou're Qualified For This Role If YouHave 7-10+ years of B2B sales engineering experienceDemonstrate past success managing complex sales cycles with multiple stakeholdersExperience winning new business and new logo opportunitiesSuccessful experience working at companies to deliver disruptive and innovative technologiesHave extensive experience designing and/or building large wired and Wi-Fi networksDeep technical knowledge on computer networks and Internet security.Understanding of cloud infrastructure and cloud strategiesDisplay outstanding verbal and written communication skillsHighly organized. Capable of working and multi-tasking across multiple projects.Exceptional presenter. Strong ability to present to audiences of all sizes, either at technical level or management level (up to C-level)Self-motivated, with ability to work without direct supervision.Must be adaptable and flexibleMust thrive operating in a fast-paced, dynamic environmentAvailability to travel up to 50% of the timeAvailability to travel on short noticeBS or equivalent experience, graduate degree preferredYou're Perfect For This Role If YouFeel a strong passion for technology and a strong aptitude for business strategyHave an in-depth understanding of IT service providers, managed services and cloud servicesHave strongly held opinions and principles and the flexibility to learn, grow and adaptWant to be part of a team that is going to disrupt many industriesAre ready to roll up your sleeves and do what it takes to get the job done and winYou'll Need The Following SkillsCollaboration : Ability to work closely with peers, executives and individual contributors to a common goalWriting : Ability to articulate and document the customers' market problemsRelationships : Ability to build strong rapport and relationships with customers to gain in-depth understanding of customers' problems and needsListening : Ability to engage customers in order to comprehensively understand their market problem. Ability to understand and capture customer needs accuratelyPresenting : Ability to both create the presentations, communicate directly with customers, and speak in front of small and large audiencesProcess : Ability to structure and craft customer requirements using a formal and structuredWhat We'll ProvideAn exciting, fast-paced, high-growth company where you can make an impact from day oneA company that makes decisions based on facts and data, where your work makes a differenceA small but experienced team that welcomes the knowledge and experience you bring and values your contributionAmazing customers that absolutely love the technology and trust it to deliver important results for them every dayA great management team that provides unmatched transparency into the business and welcomes diverse ideas and critical thinkingA great, highly motivated team that has a passion for succeeding togetherCompensation: $120,000-170,000 plus variable compensation based on experienceOur team understands and values diversity in our employees and are proud to be an Equal Opportunity Employer.