Solutions Engineer - London

About the role

You will own the technical engagement that bridges complex customer problems with the strategic capabilities of the Drata platform. You will act as a trusted technical advisor, guiding prospects through high-stakes evaluations and proof of concepts. This role requires you to translate intricate product functionality into clear business outcomes that resonate with executive stakeholders. You will directly contribute to accelerating deal progression by removing technical friction for the sales organization. Furthermore, you will be responsible for capturing nuanced customer requirements and feeding them into the product roadmap to ensure continuous market fit. You will also analyze competitive landscapes to refine our technical narrative and ensure we maintain a decisive advantage. Ultimately, your success will be measured by the quality of relationships built and the tangible impact on sales efficiency and revenue generation.

Key facts

What you'll do

Partner with Account Executives to support prospective customers as they evaluate the Drata platform and navigate complex procurement cycles.

Support technical proof of concepts and demonstrations, helping to simplify the buyer's journey and remove adoption barriers.

Align customer pain points and explicit requirements with proposed solutions to ensure alignment with strategic objectives.

Develop and deliver compelling product demonstrations and help win new channel partners through tailored technical narratives.

Gather and communicate customer needs to product and engineering teams for future enhancements based on empirical feedback.

Conduct competitive research to inform positioning and strategy, identifying gaps and opportunities in the market landscape.

Assist in building financial business cases for prospective customers by quantifying risk reduction and operational efficiency.

Manage technical aspects of RFP and RFI responses and documentation to ensure accuracy and compliance standards.

Evaluate infrastructure environments to assess security and compliance postures using Drata's automated evidence collection.

Collaborate with internal stakeholders to coordinate responses to technical inquiries during the sales cycle.

Translate technical capabilities into business value propositions that resonate with C-level decision makers.

Maintain up-to-date knowledge of compliance frameworks and security standards relevant to the customer base.

Support the development of technical enablement materials that empower sales representatives in the field.

Champion the Driver's Mindset by taking ownership of complex technical challenges from initiation to resolution.

Leverage data and insights to refine the customer journey and improve conversion rates for the sales pipeline.

Requirements

You possess a strong desire to understand customer challenges, industry trends, and evolving technologies as they relate to security and compliance.

You demonstrate the ability to quickly learn and adapt to new technologies, including cloud platforms and identity management solutions, without extensive prior exposure.

You exhibit a proactive approach to problem-solving, consistently seeking creative ways to add value beyond the initial scope of engagement.

You have the capability to work closely with sales, channel, product, and engineering teams to deliver integrated solutions that meet customer needs.

You show a willingness to share knowledge openly and contribute to team success through mentorship and collaboration.

You embrace a mindset of continuous learning and improvement, actively incorporating feedback and shared experiences into your practice.

You apply a proactive approach to identifying challenges and proposing effective, measurable solutions that align with business goals.

You possess the ability to translate complex technical capabilities into clear business value propositions that justify investment.

You utilize strong analytical thinking to support decision-making and develop strategies that enhance the effectiveness of sales efforts.

Nice to have

2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.

Working knowledge of common cloud providers across tools including Infrastructure such as AWS, GCP, Azure.

Working knowledge of Identity Management platforms including Okta, Google Workspace, and Entra ID.

Working knowledge of Version Control systems such as GitHub and BitBucket.

Practical notes

This is a hybrid role with the expectation of working in the London office 1-2 days per week.