Senior Sales Engineer - Public Sector

As a Senior Sales Engineer supporting Japan’s Public Sector, you'll be a trusted technical advisor to central government ministries and national agencies, state and local governments, educational institutions, and other public organizations. You'll help customers connect mission priorities, modernization programs, and operational risks to technical solutions. You'll lead complex evaluations in regulated environments and shape the technical strategy for opportunities across hybrid, on-premises, and public cloud environments.

You'll own the technical evaluation experience from discovery through decision. You'll influence customer stakeholders and coordinate with systems integrators, resellers, technology partners, managed service providers, and cloud providers. You'll help customers work through existing technology environments, procurement processes, and deployment requirements while setting accurate expectations about capabilities, prerequisites, and solution design.

What You’ll Do:

• Own the sales process in partnership with Account Executives by leading and shaping the technical strategy across opportunities from PG to Closed Won
• Lead discovery throughout the sales cycle to uncover technical challenges, mission and business goals, decision criteria, and success measures, then shape solution strategy and measurable business outcomes within applicable security, compliance, acquisition, and deployment requirements
• Deliver engaging product demos, technical presentations, and solution workshops that connect platform capabilities to customer outcomes for diverse stakeholder audiences including executives
• Own the technical strategy and response quality for RFIs, RFPs, proposal responses, and architecture reviews. Coordinate internal teams and partners to keep claims, dependencies, and deployment assumptions accurate and appropriately scoped
• Full ownership of the technical evaluations (POVs) end-to-end: scoping use cases and requirements, defining competitive success criteria, aligning agency and partner stakeholders, building a project plan with clear timelines and decision points, surfacing risks and dependencies, and holding all participants accountable to the process
• Identify, develop, and leverage technical champions across multi-stakeholder environments, building a structured plan for champion cultivation and influence throughout the deal cycle
• Contribute to product direction through active participation in structured product and engineering field feedback sessions, bringing field insights and customer patterns to PM and engineering teams
• Drive operational excellence by ensuring activity, deal progress, and customer interactions are accurately documented and up to date in related systems
• Identify and proactively resolve technical and organizational blockers by collaborating across Product, Support, and GTM teams before customers are impacted
• Contribute to team enablement by mentoring peers, sharing best practices, and creating reusable assets that scale knowledge across the region

Who You Are:

• 7+ years of experience in Sales Engineering, Solutions Engineering, or a technical customer-facing role within an enterprise environment
• Experience leading complex sales cycles and technical evaluations within the public sector, including national or local government, education, or other public organizations.
• Skilled at influencing and adapting communication across technical, business, and executive audiences
• Advanced background in hybrid environments and public cloud (AWS, Azure, GCP), Kubernetes, APM/tracing, security, developer experience, and observability
• Strong communication skills, with the ability to explain technical concepts to a range of audiences
• A consultative, outcome-oriented approach to problem-solving and customer engagement
• Demonstrated ability to manage multiple opportunities and priorities in a fast-paced environment
• Experience mentoring peers or contributing to team enablement initiatives
• Demonstrated capability of utilizing AI tooling and scaling it
• Growth mindset of embracing change and being curious
• Willingness to travel as needed to support customer engagements

Benefits and Growth:

• Best-in-breed onboarding
• Generous global benefits
• Intra-departmental mentor and buddy program for in-house networking
• New hire stock equity (RSUs) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• An inclusive company culture, able to join our Community Guilds and Inclusion Talks

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