Senior Pre-Sales Engineer

Alex Staff Agency Estonia
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The Opportunity

Our client is seeking a Senior Pre-sale Engineer who combines deep technical engineering skills with a consultative approach to sales. You will act as the lead technical expert, partnering with sales teams to identify customer challenges and architect matching solutions.

This role requires a "systems-first" thinker - a professional who understands the underlying networking, server hardware, and infrastructure internals that power global applications. Beyond technical proficiency, you must be a value seller: the ability to identify a customer's business requirements and articulate exactly how a specific technical architecture solves their problem and provides measurable value is essential.

 

Key Responsibilities

  • Technical Sales Partnership: Collaborate with Account Executives to qualify opportunities and develop technical strategies that align with client business outcomes.

  • Discovery & Value Mapping: Lead technical discussions to uncover pain points and translate them into architectural requirements that deliver business value.

  • Solution Architecture: Design end-to-end solutions using IBM Cloud, Google Cloud, and our security/delivery portfolio.

  • Demonstration of Value: Deliver customized product demonstrations and technical presentations that prove the solution's impact on business operations.

  • PoC Management: Scope and execute hands-on Proof of Concepts (PoC) to prove technical viability and economic value to the customer.

  • Technical Leadership: Serve as the technical lead for RFP/RFI responses and build trusted-advisor relationships with CTOs, DevOps, and Infrastructure Engineers.

 

Qualifications and Experience

  • Fluent business Russian / English is a must..

We are looking for a candidate with 5+ years of relevant B2B pre-sales experience (cloud infrastructure, web security) who understands "how things work under the hood" and can communicate that knowledge to drive sales success:

  • Cloud Platform Expertise: Proven hands-on experience architecting and managing workloads in major cloud environments such as AWS, Azure, or Oracle Cloud.

    • Significant Advantage: Direct experience with GCP and/or IBM Cloud.

  • Web Infrastructure Internals: Deep technical expertise in configuring or managing core web infrastructure, including web servers, reverse proxies (Nginx, HAProxy), and load balancers.

  • Value Selling: Demonstrated ability to identify customer needs and explain the business justification for technical investments.

Core Technical Knowledge

  • Networking Mastery: Comprehensive understanding of the OSI Model, TCP/IP, HTTP/S, DNS, and SSL/TLS.
  • Hardware & Virtualization: Strong understanding of server hardware (compute, storage) and virtualization platforms such as VMware, KVM, or Hyper-V.
  • Containerization & Modern Architecture: Proficiency with container technologies, orchestration, and a strong grasp of microservices and serverless computing.
  • Web Delivery: Expertise in the modern CDN landscape, including performance optimization, caching, and DDoS protection.

 

Consultative & Soft Skills

  • Technical Communication: Ability to explain complex infrastructure and cloud concepts to both technical and non-technical audiences.
  • Problem-Solving: A consultative, problem-solving mindset focused on building long-term customer trust.
  • Professional Experience: Experience in a customer-facing technical role such as Presales, Solutions Engineering, or Technical Consulting.

 

Preferred (Nice-to-Have) Skills

  • Experience with Infrastructure as Code (e.g., Terraform) or automation scripting using Python, Bash, or any other language.
  • Relevant industry certifications, such as Google Professional Cloud Architect, IBM Cloud Professional Architect, or specialized networking certifications.
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