Solution Architect-EAST
United States
Sales – Sales /
Full-time /
Remote
What We’re Building
Honeycomb defined the concept of observability and is raising expectations of what our developer tools can do! Honeycomb is the observability platform that enables engineering teams to find and solve problems they couldn't before. It enables engineers to answer novel questions about their ever-evolving cloud applications so they can deploy confidently, resolve incidents faster, and focus on high-value work that drives innovation. We’re working with well-known companies like HelloFresh, Slack, LaunchDarkly, Vanguard, and more across various industries. This is an exciting time in our trajectory; we’ve closed Series D funding, scaled past the 175- person mark, and were named to !! Honeycomb was also named a Leader in the Gartner Magic Quadrant for APM and Observability.
In this Solution Architect role, you’ll join a growing sales team, helping us expand our value to prospects and customers.
Who We Are
We come for the impact and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and strive to live up to our values daily. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We Work
We are a remote-first company, which means we believe it is not where you sit but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time, we imbue a lot of trust, autonomy, and accountability from Day 1.
What You'll do in the role
- Strategize with Account Executives; provide technical support for sales opportunities (or, occasionally, customer success).
- Partner with Sales Team to articulate the Honeycomb value proposition, vision, and strategy to prospective customers.
- Own technical engagement with customers during the trial/evaluation phase. Communicate Honeycomb's value based on activities and work with customers on any identified issues or concerns to a successful conclusion.
- Design and troubleshooting skills - to assist prospects with designing solutions to complex problems and getting them back on track when things go wrong.
- Maintain and deliver product demos, demo experiences, and videos to showcase Honeycomb's capabilities to address prospects' business needs.
- Enable engaged trial prospects to move further in the pipe – “Ease of use” features like Open Telemetry.
- Advocate for the prospect/customer, enabling them to justify their decision and investment.
- Support field marketing needs with other sales resources, e.g., staffing booth and supporting conference sponsorships.
- Funnel and prioritize feedback from the field into marketing, product, and customer success teams.
- Collaborate with Developer Advocacy to develop and deliver hands-on training.
What You'll Bring
- Must reside in the North American Eastern or Central times zones
- 2+ years in a technical role with a desire to get into a technical sales role or 2+ years of technical pre-sales/customer-facing experience
- Experiencing working with development and/or operations teams
- Knowledge of DevOps methodologies and related tooling, especially cloud infrastructure platforms and patterns
- Strong knowledge of current infrastructure and monitoring solutions and technologies
- Understand the purpose and implementation process for Distributed Tracing or APM in at least one application framework
- Familiarity with one or more programming languages; enough to navigate a codebase and add instrumentation
- Ability to think creatively about a wide variety of challenges. Solution seeker.
- Exceptional written and oral communication skills. This role requires understanding and articulating both the business benefits (value proposition) and technical advantages of our offering.
- Strong history of showing initiative and a high degree of autonomy
- The ability to travel up to 20% of the time
- Bonus points:
- Experience with Docker, Kubernetes, and related container technologies
- Experience deploying and configuring workloads in public cloud environments (AWS, Azure, GCP).
- Experience with sales methodologies, including Command of the Message and MEDDPICC
What You'll get when you join the Hive
- Base + Commission for this role is $175,000- 210,000 based on level of experience
- A stake in our success - generous equity with employee-friendly stock program
- It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
- Time to recharge - Unlimited PTO and paid sabbatical
- A remote-first mindset and culture (really!)
- Home office, co-working, and internet stipend
- 100% employee/75% for dependents coverage for all benefits
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
Please note we cannot currently sponsor or do visa transfers at this time.
Diversity & Accommodations:
We're building a diverse and inclusive workplace where we learn from each other, and welcome nontraditional candidates, and people of all backgrounds, experiences, abilities, and perspectives. You don't need to be a millennial to join us, all gens are welcome! Further, we (of course) follow federal and state disability laws and are happy to provide reasonable accommodations during the application phase, interview process, and employment. Please email to discuss accessible formats or accommodations. As an equal opportunity employer our hiring process is ; if we can do better - we want to know!
