Drive technical wins for enterprise deals from discovery through close. Lead technical discovery, MEDDPICC qualification, proofs of concept, competitive displacement, migration architecture, TCO modeling, business cases, demos, and partner relationships. Maintain post-sale continuity, provide technical handoffs, and relay competitive intelligence to architecture and product teams. The role focuses on latency-critical financial services, payments, telecommunications, and related environments.
WHAT WE NEED
We are looking for a Sales Engineer to drive the technical win on named, forecasted enterprise deals through to commercial close. You will be a dedicated closer, engaging after Sales qualifies the opportunity, focused on competitive displacements against incumbent platforms in latency-critical environments like financial services, payments, and telco.
In this role, you will join the Sales organization, aligning directly with 2–3 Regional Sales Directors reporting to the regional Sales Leader while maintaining a dotted line to the global Senior Director, Solutions Architecture to ensure technical excellence.
WHAT YOU'LL DO
- Run technical discovery and MEDDPICC qualification (Metrics, Decision Criteria, Decision Process, Competition) on assigned deals
- Own end-to-end proofs of concept (POCs) with pre-agreed written entry/exit criteria and explicit time-box limits
- Lead competitive displacement by architecting migration paths off incumbent platforms and addressing the case for staying
- Build signed total cost of ownership (TCO) models and business cases for economic buyers
- Prioritize time strictly by deal size and stage, building self-serve artifacts for the shared library secondary to deal execution
- Own technical relationships with systems integrators and regional reseller partners during co-sell motions
- Manage post-sale continuity for 45 days post-close before executing a formal written handover to the Technical Account Manager (TAM)
- Feed structured competitive intelligence and platform gap data back to the Senior Solution Architect and Product teams
WHAT YOU HAVE
- 8+ years in enterprise technology, with at least 4 years in pre-sales winning competitive, executive-sponsored B2B deals
- Deep domain familiarity in Financial Services (payments, cards, capital markets, core banking) or adjacent verticals (telco, e-commerce, logistics)
- Hands-on technical credibility across Java (or C# / C++), SQL, Helm, Kubernetes, major cloud platforms, and stream processing (Kafka)
- Strong architectural foundation in clustered, event-driven, real-time, and emerging real-time AI (vector search, feature serving) environments
- Proven track record of winning displacement deals against incumbent data platforms
- Strong commercial fluency with the ability to build TCO cases, strictly qualify opportunities, and run live/interactive technical demos
- Regulatory framework literacy relevant to the region (e.g., PCI-DSS, SOC 2, and EU operational resilience in NA/EMEA)
- Bachelor's degree in a relevant field of study (Computer Science or related discipline)
BENEFITS
- Unlimited PTO
- Medical/Dental/Vision Insurance
- HSA/FSA
- Basic & Supplemental Life & AD&D insurance
- Short & Long-term Disability Insurance
- 401k
- EAP (Employee Assistance Program)
About
The world's largest leading companies trust Hazelcast and its unified real-time data platform to take instant action on streaming data. With a stream processing engine and fast data store integrated into a single solution, businesses can simplify real-time architectures for next-gen applications and AI/ML departments to drive new revenue, mitigate risk, and operate efficiently - at a low TCO. To learn more about Hazelcast, or to join our community of CXOs, architects, and developers at brands such as HSBC, JPMorgan Chase, Volvo, New York Life, Domino's, and others, visit hazelcast.comEqual Opportunities at HazelcastWe welcome people from all backgrounds, ethnicities, races, religions, gender, sexual identities, abilities, and personal circumstances, in a spirit of inclusivity and belonging.We are proud to be an equal opportunities employer, and believe we see strength in diversity. If you require any accommodation to assist you in the interview process, please submit this with your application.We offer competitive salaries with a flexible, empathetic and highly collaborative working environment. If you are motivated by the prospect of a career with a forward-thinking tech company, we'd love to hear from you.
Hazelcast Palo Alto, California, USA Office
350 Cambridge Ave, Palo Alto, United States, 94306
Similar Jobs
Security • Cybersecurity
Deliver technical product demonstrations and architecture presentations to prospective customers and partners. Assess customers' security policy management maturity, recommend solutions, support sales teams, train partners, collect product feedback, and collaborate with Sales, Product, Delivery, and R&D. Provide written and oral product guidance and evangelize solutions at events.
Top Skills:
BashCloud SecurityGraphQLLinuxNetworkingPythonRest ApiTufin Orchestration Suite
Big Data • Cloud • Software • Generative AI • Big Data Analytics
Lead technical sales cycles for enterprise AI agent deployments: discovery, solution design, demos, POVs, and technical close. Advise on agentic stacks (Databricks, Snowflake), design POVs with success criteria, build technical champions, run architecture reviews, and align technical strategy with commercial goals to drive revenue growth.
Top Skills:
AirflowBigQueryDatabricksDatabricks GenieDbtOpentelemetrySnowflakeSnowflake Cortex
Artificial Intelligence • Software • Automation
Own the technical sales process for enterprise AI workflow automation, including discovery, process mapping, pilot design, demos, technical evaluations, security reviews, integrations, and early platform testing. Partner with Account Executives and customer operations and IT teams, connect solutions to measurable business outcomes, manage scope and feasibility, create reusable sales assets, and transition successful pilots to Forward Deployed Engineering. The role requires hands-on AI knowledge, systems thinking, commercial judgment, and occasional travel.
Top Skills:
Agentic WorkflowsAi AgentsAPIsErp SystemsJavaScriptJSONLlmsPythonSecure Browser SessionsSQLWebhooks
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
