Partner Solutions Engineer [IC3]

Job Description

Hours & location

🌎 While we hire almost anywhere in the world, we have a preference for someone to reside in the San Francisco Bay Area for this role for proximity to our partners and the people you will work with the most. In San Francisco, we would ask that you work from our San Francisco office at least three days per week. However, if you feel qualified, we welcome you to apply regardless of location. No matter what, working hours must overlap with the Pacific time zone for at least 30 hours/week.

Note that flexibility is required to accommodate partners located in different time zones around the world. Moderate travel is required for both internal (Sourcegraph facing) and external (partner facing) meetings and conferences.

Preferred location:

• San Francisco, CA

We do not subscribe to “I do my best work when I work 40 hours a week.” People we hire at Sourcegraph believe that building outstanding things means working very hard — smarter and more hours than the competition.

Why this job is exciting

As a Partner Solution Engineer (pre-sales), you will play a key role in developing Sourcegraph’s partner ecosystem. Partners are key to help extend Sourcegraph’s brand, to source new opportunities, to support the closing of business, and to drive customer success. This is a broadly cross functional role, which requires interactions with a variety of different stakeholders within Sourcegraph and our partners. The ideal candidate will thrive working in a job with a wide variety of responsibilities and working with many different types of organizations and people.

The Partner Engineer will collaborate with the partner team to find, develop, activate, and manage these partnership relationships. Additionally, the partner engineer will support our largest and most complex prospects and deployments, where there are sophisticated enterprise requirements which will exercise our product and novel ways which almost always leads to key organizational learnings and meaningful product updates. The Partner Engineer will need to have strong intuition and judgment on how to best prioritize partners and activities within partner relationships.

You will work with the following types of partnerships:

• Channel partnerships - you will help to evangelize Sourcegraph in order to recruit relevant professional services and reseller firms worldwide, you will train, enable, and support these partners as they position Sourcegraph into their customers and support our implementations and customer deployments
• Software partnerships and technology alliances - you will help potential integration partners to understand Sourcegraph, will help to understand and coach them in building integrations (or build or help our engineering team to build integrations), will enable their teams to understand where and how to position to Sourcegraph, and will support the success of joint prospects and customers
• Cloud partnerships - you will develop relationships with our key Cloud partners. This includes staying current on their offerings and where we can collaborate with them, developing relationships with their key and relevant leaders, working through the technical aspects of their partner programs, and enabling their field teams.

📅 Within one month, you will…

• Learn about our products, our value propositions, our partners, our customers, our team, and our processes.
• Set up your own fully configured sandbox instance
• Start building a trusting relationship with your peers on Sales, Value Engineering, Post-sales Success (Technical Advisory), Product, Engineering, and Support teams
• Join customer and prospect calls with some of our largest customers to understand their needs, how we communicate the value of Sourcegraph, and how we deliver positive impact to our customers’ business
• Get demo certified
• Get introduced to a set of key partners and join regular partner calls
• Conduct ‘first calls’ with a partner to introduce them to Sourcegraph’s products

📅 Within three months, you will…

• Continue to take product and technical ownership of new and existing partner relationships
• Autonomously run both demo and training sessions for partners
• Effectively address the majority of partner questions; develop internal relationships to answer others
• Develop a point of view on how different types of partners can uniquely leverage a Sourcegraph partnership (and product) to their benefit
• Advocate for partners internally and externally. Advocate to include partners in sales cycles and engagements. Advocate for features that partners will find useful
• Support the development and evolution of Sourcegraph’s partner program
• Contribute to selected account teams managing large and sophisticated POC and customer relationships

📅 Within six months, you will…

• Establish yourself as a thought leader and evangelist by using your insights to teach partners and prospective partners new and better ways to get value from Sourcegraph
• Mentor Sourcegraph teammates on how they can best leverage the partner ecosystem
• Join and contribute to teams managing large and sophisticated prospect and customer deployments

About you

You are an enthusiastic, proactive, driven, and results-oriented Partner Solutions Engineer who shares our values and has a passion for getting prospective customers to that a-ha moment with Sourcegraph and then helping them to build meaningful and mutually beneficial partnerships!

🔍 The ideal candidate:

• You have at least 5 years experience in a relevant role such as Sales Engineering, Solutions Engineering, Professional Services, or Solution Architecture across a technical product.
• You have experience selling Enterprise software solutions and have gone through the lived experience of the Enterprise process selling motions.
• You have an innate curiosity of getting to the root of customer problems and understanding their motivations. You have a strong interest in how partners work together for the mutual benefit of each party - and for the customer!
• You’re excited about the prospect of being directly involved in the advent of generative AI!
• You are well versed in back end infrastructure architecture.
• You are very technically inclined and have a propensity to code and or hack code. You have experience writing code in one of the following (JavaScript, Python, Java, Go).
• Strong verbal and written communication skills, specifically across technical presentations and product demonstrations; ability to influence and excite a technical audience.
• Either through direct experience or deep understanding, working knowledge of the end-to-end software development lifecycle and concepts such as continuous integration and continuous deployment. Note: You do not need to be a software engineer to be successful in this role!
• You enjoy building tools, templates, and technical enablement collateral.
• You have an organized approach to work, with demonstrated ability to proactively manage a set of concurrent relationships, to make difficult prioritization decisions, and to use data to guide decision-making.
• You like diving in to learn a new skill to solve a problem that benefits or unblocks a partnership.
• You work well independently. You can efficiently shift between demos and presentations, supporting partners, developing reusable assets, and jumping into sophisticated POC’s and / or deployments

Level

📊 This job is an IC3 position, depending on previous experience and role scope. You can read more about our job leveling philosophy in our Handbook.

Compensation

💸 We pay you an above-average salary because we want to hire the best people who are fully focused on helping Sourcegraph succeed, not worried about paying bills. As an open and transparent company that values competitive compensation, our compensation ranges are visible to every single Sourcegraph teammate.

Your salary is determined by your pay band for the IC3 job level. For determining pay bands, we use a number of market and data-driven salary sources, along with your location zone, and target the high-end of the range to ensure we’re always paying above market regardless of where you live in the world. Both U.S. and international locations are divided into one of four zones, determined by the cost of labor index for each area. The salary for a successful candidate will be based on level, job-related skills, experience, qualifications, and location zone. Please note that the salaries below may be adjusted in the future.

💰 The target compensation for this role is based on the IC3 pay band for your zone. The IC3 pay band for this role is $150,000 USD base + $50,000 USD variable ($200,000 USD on-target-earnings).

📈 In addition to our cash compensation, we offer equity (because when we succeed as a company, we want you to succeed, too) and generous perks & benefits.

Interview process

Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we’re the right fit for you… Interviewing is a two-way street, after all!

We expect the interview process to take 3.25 hours in total.

👋 Introduction Stage - we have initial conversations to get to know you better…

• [30m] Recruiter Screen
• [45m] Hiring Manager Screen / Resume Deep Dive with Hiring Manager

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [30m] Cross-functional / Peer with an Account Executive
• [45m] Live Panel Demo and Q&A with Hiring Manager, 1 Solutions Engineer & 1 AE

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…

• [30m] Values
• [15m] Leadership with co-founder
• We check references and conduct your background check

Please note - you are welcome to request additional conversations with anyone you would like to meet, but didn’t get to meet during the interview process.