Build Industry Standards. Tetrate, creators of Envoy Gateway and Envoy AI Gateway, is building a world-class field engineering team to power global economies, Fortune 150 companies, and national security.
Job Description
We seek an outcome-driven Pre-Sales Engineer to champion our enterprise customers by demonstrating how we solve Layer 7 challenges and security vulnerabilities.
Responsibilities
* Own the technical pre-sales process from qualification to proof-of-concept to close, including participating in sales strategy discussions and contributing to deal win strategies.
* Understand enterprise customers' challenges, pain points, strategic goals, and critical application roles in their business. Internalize struggles to earn trust and identify opportunities to expand Tetrate's footprint within existing accounts.
* Articulate Tetrate's value, showcasing how we address security and traffic management needs at the application layer. Be technically fluent and persuasive, tailoring presentations and demonstrations to specific customer use cases and business drivers.
* Collaborate with sales, product, and engineering teams, providing field feedback that shapes our product roadmap. Contribute to competitive analysis, identify key market trends, and share customer insights to improve product positioning and messaging.
* Participate in community engagement through content creation and knowledge sharing, contributing to technical documentation, white papers, blog posts, and presenting at industry events.
Required Skills
* Service Mesh Expertise: Deep knowledge of service mesh architectures, especially Istio and Envoy. Experience with Envoy Gateway and Envoy AI Gateway is beneficial.
* Zero Trust Application Access and Traffic Management: Experience with application traffic management concepts and tools integrated with security solutions.
* Identity & Access Management (IAM): Expertise in IAM principles and technologies, particularly service identity, service authentication, and authorization.
* Availability and Runtime Security Architectures and Products: Deep understanding of customer challenges in this space and ability to map Tetrate solutions to them.
* Enterprise Sales Acumen: Demonstrated ability to understand complexities of enterprise sales cycles, navigating procurement processes, building relationships with stakeholders, and influencing purchasing decisions.
* Value Selling Expertise: Proven ability to articulate the value proposition of complex technical solutions to enterprise customers, translating technical features into tangible business benefits and demonstrating ROI.
Qualifications
* Experienced Pre-Sales Engineer with a track record of closing deals in the enterprise market.
* Deep technical understanding of Layer 7 protocols, security vulnerabilities, and application traffic management.
* Exceptional communication and presentation skills for C-level executives and technical experts.
* Self-starter with a relentless drive for outcomes, a lifestyle choice rather than a job.
* High-execution mindset; thrives in ambiguity, moving fast.
* Driven by a deep need to solve hard problems using first-principles thinking.