Presales Engineer

The core responsibilities for the job include the following:

Customer Discovery and Technical Requirement Gathering:

• Work closely with prospects to understand their technical challenges, business requirements, existing infrastructure, and deployment constraints.
• Conduct discovery calls and technical discussions with engineering, product, IT, security, and business stakeholders.
• Translate customer requirements into clear technical problem statements and solution requirements.
• Identify customer pain points and determine how our AI and developer tooling can address them.
• Understand deployment requirements such as on-premises, air-gapped, cloud, and compute-constrained environments.

Solution Design and Technical Demonstrations:

• Design and present technical solutions aligned with customer use cases.
• Conduct product demonstrations, technical presentations, workshops, and proof-of-concept discussions.
• Build tailored demos that demonstrate the value of AI solutions for customer-specific workflows.
• Explain complex AI, software, and infrastructure concepts clearly to both technical and non-technical stakeholders.
• Collaborate with engineering teams to validate solution feasibility and technical architecture.

Proof of Concept and Pilot Management:

• Own the technical side of customer POCs from requirement gathering through evaluation.
• Define POC objectives, success criteria, timelines, and technical deliverables.
• Work with engineering teams to configure, integrate, and demonstrate solutions in customer environments.
• Analyze POC results and convert technical findings into clear customer-facing outcomes.
• Identify gaps between the product and customer requirements and communicate them internally.

Technical Proposal and Solution Documentation:

• Prepare technical proposals, solution documents, architecture diagrams, presentations, and RFP/RFI responses.
• Translate complex product capabilities into clear business and technical value propositions.
• Create technical documentation covering integrations, deployment architecture, security, APIs, infrastructure, and implementation requirements.
• Support the sales team with accurate technical responses during customer negotiations.

Sales and Cross-Functional Collaboration:

• Partner closely with the sales team throughout the customer lifecycle, from qualification to closure.
• Act as the technical bridge between customers and internal engineering/product teams.
• Participate in customer meetings alongside account executives/sales leaders.
• Help identify technical objections and develop solutions to overcome them.
• Capture customer feedback and convert recurring requirements into actionable product inputs.

Customer and Market Intelligence:

• Stay current on AI, developer tooling, embedded systems, cloud infrastructure, and enterprise technology trends.
• Understand how AI adoption differs across automotive, semiconductor, telecom, and defense environments.
• Track competitor products and emerging technologies relevant to customer requirements.
• Develop strong knowledge of the company's products, technology stack, use cases, and differentiators.