Senior Presales Solutions Engineer
About the role
Overview:
This is more than a job. It’s a chance to build, grow, and make a real impact! Join our team as our new Senior Presales Solutions Engineer!
We're looking for an experienced Pre-Sales Solutions Engineer or experienced services consultant seeking to move into presales to partner with our Australian sales team in winning and growing strategic accounts across both regulated and non-regulated industries. You'll be the technical voice on deals spanning multiple industries helping customers modernise their integration landscape, expose and govern AI initiatives, drive continued API utilisation.
Requirements
Candidates must be based in Australia with full working rights and able to commute/work onsite with the team
Willingness to travel within Australia and New Zealand as required (typically 25%)
Eligibility to obtain an Australian Government security clearance (Baseline or NV1) is highly desirable given the regulated customer base
Location: Sydney, Australia
Hybrid: Minimum of 1 day onsite per week and up to 25% annual travel
Responsibilities:
Technical Sales Strategy Partner with Account Executives to define and execute the technical sales strategy for each prospect, qualifying opportunities on technical fit, regulatory considerations, and competitive landscape.
Discovery & Solution Design Lead discovery workshops with prospects to understand their current integration estate, API maturity, cloud posture, and AI use cases. Develop blueprints and solution architectures that address business needs and technical constraints including the specific compliance requirements of regulated customers.
Demonstrations & Proofs of Concept Build and deliver tailored solution demonstrations. Plan, coordinate, and execute Proofs of Concept (PoCs) and Proofs of Value (PoVs) with clearly agreed use cases, success criteria, and exit conditions.
Architecture Leadership Lead architecture discussions covering deployment topology, security, identity, observability, performance, resilience, and integration patterns. Tailor the conversation to the audience — from hands-on engineers to enterprise architects to CIOs and CISOs.
Executive & Audience-Appropriate Presentations Prepare and deliver presentations of our solutions to all levels of the prospect organisation, from developer audiences to executive committees and board-adjacent stakeholders.
RFPs, Tenders & Industry Engagement Contribute technical and product content for RFP and RFI responses with our bid pursuit team. Represent the company at industry events, conferences, and customer roundtables, and contribute to marketing campaigns with technical content and thought leadership.
Qualifications:
Tertiary qualification in Technology, Computer Science, Engineering, or a related discipline (or equivalent practical experience)
Experience in pre-sales, solutions architecture, or technical consulting roles, ideally with an enterprise software or SaaS vendor or implementation partner.
Demonstrated experience selling or implementing API Management platforms (such as Axway, Apigee, MuleSoft, Kong, WSO2, Boomi, CA Layer 7, IBM DataPower/API Connect, or equivalent)
Demonstrated experience with LiteLLM, Portkey, Azure AI, Bitfrost or other AI gateway technologies.
Working knowledge of AI in the context of enterprise integration and APIs — for example, exposing models and agents as governed APIs, securing LLM endpoints, integrating with foundation model providers (AWS Bedrock, Azure OpenAI, Google Vertex AI, Anthropic), retrieval-augmented generation patterns, and the emerging discipline of AI gateways
Strong understanding of integration disciplines: iPaaS, hybrid integration platforms, EAI, ESB, SOA, event-driven architecture, and modern API-led connectivity
Solid understanding of public cloud platforms (AWS, Azure, Google Cloud), including identity, networking, and managed services relevant to integration workloads
Strong grasp of architectural principles for cloud and hybrid systems: SaaS, PaaS, multitenancy, security, elastic scaling, and resilience
Hands-on familiarity with Kubernetes, container security, observability (monitoring, logging, alerting), messaging patterns, and microservices
Familiarity with DevOps practices and tooling for digital business
Highly Desired
Cloud architect-level certification (AWS Solutions Architect Professional, Azure Solutions Architect Expert, Google Professional Cloud Architect, or equivalent)
Experience with AI-specific tooling and patterns: AI gateways, prompt management, model observability, vector databases, and frameworks such as LangChain or LlamaIndex
Experience with DevOps and platform engineering tooling (Docker, Kubernetes, GitHub/GitLab, Jenkins, Terraform, Ansible, ArgoCD)
Key Competencies
Highly motivated to learn new technologies and stay current with the product portfolio, the broader integration and API ecosystem, and the rapidly evolving AI landscape
Comfortable expressing a strong, well-reasoned point of view and engaging in robust technical debate
Compelling content producer with strong written and verbal communication, with the ability to tailor messaging from developer-level technical depth to executive-level business value
Strong organisational skills and the discipline to manage multiple opportunities concurrently
Genuine consultative instincts listening first, advising second, selling third
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