Note: The job is a remote job and is open to candidates in USA. Azul is a company specializing in Java technologies, seeking a Sales Engineer who will lead technical pre-sales engagements and ensure successful product pilots. The role involves working closely with clients to address their technical challenges and demonstrating how Azul's solutions can deliver measurable business value.
Responsibilities
- Own the technical win. Drive pre-sales engagements end to end — discovery of the prospect’s business and technical challenges, mapping Azul portfolio capabilities to those challenges, and validating the solution through demonstration and hands-on proof
- Lead hands-on pilots. Design, scope, and personally execute product pilots and proofs-of-concept inside the customer’s existing environment: installing and configuring the JVM, running representative workloads, and capturing empirical results the customer trusts
- Prove performance. Plan and run performance-focused engagements: establish benchmarks and success criteria, measure latency, throughput, GC pause behavior and resource efficiency, analyze GC and JIT logs, tune JVM settings, and quantify the improvement Azul delivers against the incumbent
- Win at enterprise scale. Navigate complex, multi-stakeholder enterprise engagements (large production estates, strict SLAs, security and compliance review, and long procurement cycles) coordinating technical validation across many teams and environments
- Present at every altitude. Deliver presentations and demos across all technical levels, from CxOs to hands-on developers, to “make the complex simple” and communicate Azul’s value to each audience
- Respond to technical requirements. Understand and respond to solicited and unsolicited proposals (RFI/RFP) by aligning Azul capabilities against detailed technical and business requirements
- Orchestrate the extended team. Engage Product Management, Engineering, and the CTO office as needed to remove technical blockers and secure the win
- Partner on territory strategy. Work alongside your Account Executive(s) on territory planning: pipeline generation, growing existing accounts, and enabling partners
- Grow and retain customers. Nurture existing clients to promote customer success and to create new upsell and cross-sell opportunities
- Evangelize. Present at conferences, workshops, and roadshows to raise awareness of the Azul portfolio and build funnel
- Mentor the team. Provide expert assistance to other SEs on pilot planning and execution, run training sessions, and serve as a primary mentor to onboarding SEs
- Be a trusted advisor. Advise your manager on product, territory, and team matters
Skills
- 5+ years in a Sales Engineering / pre-sales role supporting enterprise software, ideally in the Java, middleware, performance, or infrastructure space
- 3+ years of hands-on Java development or testing experience with a demonstrable command of Java architecture
- Proven track record of hands-on pilots and POCs and of performance-related engagements where you measured and demonstrated technical results in a customer environment
- Experience selling into large enterprises — complex, multi-stakeholder, mission-critical production environments
- Bachelor's degree (or equivalent) in Software Engineering, Computer Science, or a related IT discipline; a master's or higher in an IT or business discipline is a plus
- Working knowledge of cloud and container technologies (e.g., AWS, Docker/Kubernetes)
- Solid knowledge of sales process and CRM (MEDDICC and Salesforce preferred)
- Willing and able to travel up to 30%
- Fluent in your territory's primary language, with strong professional English
Benefits
- Comprehensive compensation and healthcare packages
- Referral Program
- Work-life balance, remote-first, paid time off, company shutdown, holidays
- Work with top experts worldwide whom contribute to the Java ecosystem
Company Overview