Sonar - Sales Solutions Engineer

• Partner with Account Executives as the lead technical resource on AWS-aligned enterprise opportunities — driving discovery, qualification, technical demos, and proof-of-value execution from first call to closed-won. • Design and deliver tailored Sonar demonstrations against the customer's actual AWS environment, CI/CD pipelines, and use cases — covering SonarQube Server, SonarQube Cloud, AI Code Assurance, and AI CodeFix in realistic enterprise contexts. • Scope, lead, and bring to successful technical close customer POCs and pilots, including those funded through AWS programs (Innovation Sandbox, MAP, ISV Accelerate), ensuring each engagement produces clear technical win criteria and measurable customer outcomes. • Serve as the technical voice in joint AWS account planning and co-sell motions — collaborating with AWS Partner Solution Architects and account teams to align on customer architecture, position Sonar within AWS-native developer and security workflows, and accelerate AWS Marketplace transactions. • Capture and channel customer feedback, competitive intelligence, and AWS service developments (Bedrock, CodeCatalyst, Security Hub, agentic developer tooling) back to Product Management and Alliances leadership to inform roadmap and GTM priorities. • Position multi-ISV solutions that combine Sonar with AWS-native services and complementary partner tools — secrets management (HashiCorp Vault), SCA (Snyk, Mend), artifact governance (JFrog), and observability (Datadog) — in customer-facing architecture conversations and solution briefs. • Represent Sonar in customer technical workshops, AWS-led field events, Executive Briefing Center sessions, and industry events including AWS re:Invent, AWS Summit, and KubeCon. • 7–10 years of pre-sales / sales engineering experience at an enterprise software vendor, with at least 3 years selling alongside or into the AWS ecosystem; DevSecOps, application security, or developer tooling background strongly preferred. • Hands-on working knowledge of the AWS service portfolio across compute, containers, developer tooling, AI/ML (Bedrock), and security, with the ability to whiteboard customer architectures live. • AWS Solutions Architect Associate certification required; Professional and/or specialty certifications in Security or DevOps Engineer Professional strongly preferred. • Demonstrated track record of owning the technical win — running discovery, delivering compelling demos, scoping POCs to measurable success criteria, and handling technical objections through to closed-won. • Working familiarity with AWS Marketplace transactions and co-sell motions (Private Offers, ISV Accelerate, Partner Central opportunity registration). • Executive-level written and verbal communication skills with the ability to flex from hands-on developer conversations to C-suite business-impact narratives in the same engagement. • Based in or willing to relocate to Austin, TX, with the ability to engage in person with customers, AWS, and partner teams across the Austin tech corridor, and travel up to 30–40% for customer meetings and field events.