Sales Engineer

This is a fully remote position, open to applicants in Florida, +5 more states.

📋 Description

• Take ownership of the technical victory. Drive pre-sales engagements from start to finish — identifying the prospect’s business and technical challenges, aligning Azul's portfolio capabilities with those challenges, and validating the solution through demonstrations and hands-on proof.

• Lead hands-on pilots. Design, define the scope, and personally execute product pilots and proofs-of-concept within the customer’s existing environment: installing and configuring the JVM, running representative workloads, and capturing trustworthy empirical results for the customer.

• Demonstrate performance. Plan and execute performance-focused engagements: set benchmarks and success criteria, measure latency, throughput, GC pause behavior, and resource efficiency, analyze GC and JIT logs, adjust JVM settings, and quantify the improvements Azul provides over existing solutions.

• Achieve success at enterprise scale. Navigate complex, multi-stakeholder enterprise engagements (large production estates, strict SLAs, security and compliance reviews, and lengthy procurement cycles) coordinating technical validation across multiple teams and environments.

• Present at all levels. Deliver presentations and demonstrations tailored to various technical audiences, from CxOs to hands-on developers, to simplify complex concepts and effectively communicate Azul’s value to each group.

• Address technical requirements. Comprehend and respond to both solicited and unsolicited proposals (RFI/RFP) by aligning Azul's capabilities with detailed technical and business needs.

• Coordinate the extended team. Collaborate with Product Management, Engineering, and the CTO office as necessary to eliminate technical obstacles and secure the win.

• Collaborate on territory strategy. Partner with your Account Executive(s) in territory planning: pipeline generation, expanding existing accounts, and enabling partners.

• Foster customer growth and retention. Cultivate relationships with existing clients to enhance customer success and create new upsell and cross-sell opportunities.

• Advocate for Azul. Speak at conferences, workshops, and roadshows to increase awareness of the Azul portfolio and build the sales funnel.

• Mentor the team. Offer expert guidance to other SEs on pilot planning and execution, conduct training sessions, and serve as a primary mentor for onboarding SEs.

• Be a trusted advisor. Provide counsel to your manager on product, territory, and team-related matters.

⛳️ Requirements

• Over 5 years of experience in a Sales Engineering / pre-sales role supporting enterprise software, preferably in the Java, middleware, performance, or infrastructure domains.

• More than 3 years of hands-on Java development or testing experience with a clear understanding of Java architecture.

• Demonstrated success with hands-on pilots and POCs, as well as performance-related engagements where you measured and showcased technical outcomes in a customer setting.

• Experience selling to large enterprises — navigating complex, multi-stakeholder, mission-critical production environments.

• Bachelor’s degree (or equivalent) in Software Engineering, Computer Science, or a related IT field; a master’s degree or higher in an IT or business discipline is advantageous.

• Familiarity with cloud and container technologies (e.g., AWS, Docker/Kubernetes).

• Strong understanding of the sales process and CRM systems (MEDDICC and Salesforce preferred).

• Willingness and ability to travel up to 30% of the time.

• Proficiency in your territory’s primary language, along with strong professional English skills.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career growth.

• Flexible work arrangements to support work-life balance.