Note: The job is a remote job and is open to candidates in USA. Aliz is a Google Cloud Partner delivering cloud, data, and machine learning solutions, including the Rabbit cloud cost optimization tool. Rabbit is seeking a Solutions Engineer to lead the end-to-end pre-sales motion, including technical demos, discovery, objection handling, proof-of-concept scoping, events, and product feedback.
Responsibilities
- Own the demo. Run every platform demo, from a 20-minute first call to a deep technical session with a customer's data platform team. Tailor the story to the audience rather than running a fixed script
- Technical discovery and qualification. Uncover how a prospect's GCP spend actually breaks down, where their pain is, and whether Rabbit is a fit. Say so honestly when it is not
- Build our events presence. We are early enough that our conference strategy is not yet fixed, and you will help decide it - which shows are worth our money, whether we sponsor or simply show up and speak. Then own our presence there: talks, live demos, and turning hallway conversations into pipeline
- Handle the technical objections. Security reviews, architecture questions, data access and permissions concerns, competitive comparisons
- Scope the PoC. Define success criteria with the prospect, agree what "proven" looks like, and hand off cleanly to the Technical Account Manager at kickoff
- Close the loop with Product. You will hear every objection and unmet need before anyone else. Feed it back
- Build the pre-sales foundation. Demo environments, technical collateral, and competitive positioning
Skills
- 4+ years in pre-sales - Solutions Engineering, Sales Engineering, or Solutions Consulting - in technical B2B software (cloud infrastructure, data platforms, observability, FinOps, or adjacent)
- Exceptional presentation and communication skills. You are comfortable demoing to a room of engineers, presenting from a stage, and holding your own in a hostile technical Q&A
- Working fluency in Google Cloud and BigQuery: you can speak credibly about slots, reservations, billing exports, and cost drivers, and know when to bring in deeper expertise
- A track record of building trust with technical buyers: platform engineers, data engineering leads, and the FinOps or engineering leadership above them
- Strong commercial instincts: you understand deal mechanics, know how to qualify, and are comfortable being measured on pipeline influenced and technical win rate
- Self-directed in a small team with no layers
- Travel: Approximately 15–20%, concentrated around conferences, key onsite demos, and customer visits
- Experience at a cloud cost management, FinOps, or data infrastructure vendor
- SQL literacy - enough to write and explain a query live
- Google Cloud certification, FinOps Certified Practitioner, or similar
- Previous experience as an early or founding SE hire
- Comfort using AI agents to accelerate demo prep, collateral, and customer research
- Location: US remote
- Type: Full-time
- Reports to: Sales leadership
- Compensation: Base plus variable, tied to team quota
Benefits
- US remote work arrangement
- Base plus variable compensation, tied to team quota
Company Overview