Senior Solution Architect
United States
Sales – Sales /
Full-time /
Remote
What We’re Building
Honeycomb is the observability platform for teams who manage software that matters. Send any data to our one-of-a-kind data store, solve problems with all the relevant context, and fix issues before your customers find them. Honeycomb is the unified, fast, and collaborative choice for engineering teams who care about customer experience to get the answers they need, quickly. We are passionate about consumer-quality developer tools and excited to build technology that raises our industry’s expectations of what our tools can do for us. We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, as we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!! 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
- Define and build the processes associated with Honeycomb’s efforts to acquire mid-sized customers (Core) at high volume.
- Define the profile and build a team of successful Solution Architects for Honeycomb’s “Core” business initiative.
- Strategize with sales leadership and 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 North America
- 3+ years of technical pre-sales/customer-facing experience
- Experiencing working with development and/or operations teams
- Familiarity with at least three popular programming languages; enough to navigate a codebase and add instrumentation
- Ability to think creatively about a wide variety of challenges. Solution seeker.
- Ability to context switch quickly, working to solve challenges for multiple customers daily.
- 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
- 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
- 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 $220,000- 240,000 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 - In addition to our Unlimited PTO policy, we have a company wide break at the end of the year.
- 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!
