About the Role - What You'll Do Be a Trusted Advisor, Not Just a Demonstrator • Partner with Account Executives to qualify opportunities, shape account strategies, and drive deals to closure. • Educate customers on the value of event-driven architecture and agentic AI, challenging them to think bigger about their real-time data and AI strategy. • Guide customers on industry best practices, integration patterns, and modernization strategies - including the convergence of Event Driven Architectures and multi-agent AI systems. Champion Building & Customer Relationships • Build and nurture deep relationships with technical and business stakeholders, turning users into advocates for Solace. • Conduct on-site visits, regular check-ins, and discovery sessions to stay aligned with evolving customer needs. • Translate Solace's expanding platform capabilities - from the Solace Event Broker to Agent Mesh - into outcomes customers care about. Technical Validation & Proof of Value • Lead impactful demonstrations, Proof of Concepts (PoCs), and Proof of Value (PoVs) that resonate with customer objectives. • Architect solutions that showcase the business impact of Solace's event-driven and agentic AI platform. • Own and streamline the evaluation process, guiding prospects through workshops, hands-on trials, and technical validations Evangelize Event-Driven Architecture • Demonstrate deep command of core EDA concepts and patterns, including publish/subscribe messaging, event sourcing, CQRS (Command Query Responsibility Segregation), event streaming, and choreography vs. orchestration - applying these patterns to solve real customer architectural challenges. • Articulate the strategic business value of EDA to executive and technical audiences alike - connecting real-time event streaming to tangible outcomes such as reduced time-to-insight, operational resilience, accelerated digital transformation, and the ability to scale AI-powered applications on a live data fabric. • Confidently position Solace Event Brokers against competing messaging and streaming technologies - including Apache Kafka, IBM MQ, RabbitMQ, and cloud-native brokers - articulating where Solace's multi-protocol support, hybrid/multi-cloud event mesh, enterprise-grade QoS, and dynamic topic routing create clear differentiation. • Challenge customers to evolve beyond request/response and batch architectures, guiding them through an EDA maturity model - from point-to-point integration and basic messaging to a fully distributed, event-driven enterprise capable of supporting real-time AI and autonomous systems at scale. Solace Agent Mesh Subject Matter Expert • Position Solace Agent Mesh Enterprise as the production-grade foundation for agentic AI - bridging event-driven infrastructure with LLM orchestration and multi-agent workflows. • Demonstrate how Agent Mesh extends customers' existing Solace Event Mesh investment into agentic AI, reducing time-to-production for AI initiatives. • Articulate the platform's horizontal scalability, fault-tolerant asynchronous messaging, and governance capabilities to both technical teams and executive stakeholders. • Engage use cases across industries - financial services, manufacturing, logistics, healthcare - where real-time event triggers drive autonomous AI agent actions. Be the Broader Subject Matter Expert • Stay ahead of trends in event-driven architecture, agentic AI, cloud computing, messaging, and microservices. • Engage both technical teams and executive leadership, bridging the gap between technology and business outcomes. • Confidently position Solace in competitive landscapes, articulating differentiation and ROI across PubSub+ and Agent Mesh. Collaboration & Customer Advocacy • Provide customer-driven insights to influence product roadmap decisions. • Work cross-functionally with Sales, Customer Success, Professional Services, Product, and Engineering to ensure customer success. • Serve as a field voice for Agent Mesh adoption, feeding real-world use cases and objections back to product and GTM teams. Travel & On-Site Engagement • Expect up to 35% travel, primarily across North America, for on-site workshops, deal closures, and industry events. About you Technical & Business Acumen • You understand that real-time event streaming and agentic AI are strategic enablers for businesses, driving efficiency, responsiveness, and competitive differentiation. • You can clearly articulate the business value of Solace - tying technical solutions to real-world business challenges, from modernizing middleware to deploying production-grade AI agents. Customer-Centric Mindset • You build strong, lasting relationships and know how to turn customers into long-term champions. • You're a proactive problem solver who takes ownership and drives initiatives forward. Smart, Driven, and Adaptable • You thrive in fast-paced environments and continuously seek feedback to improve. • You're a clear communicator who tailors messaging for both technical and business audiences. • You bring energy, urgency, and enthusiasm to customer engagements, inspiring action and momentum. Technical Expertise • Experience with event-driven architecture, messaging, or event streaming platforms (e.g., Solace PubSub+, Kafka, RabbitMQ, NATS, or MQTT brokers). • Familiarity with agentic AI frameworks, LLM orchestration, and multi-agent systems (e.g., LangChain, Google ADK, CrewAI, AutoGen, or similar). • Working knowledge of A2A (Agent-to-Agent) and MCP (Model Context Protocol) communication patterns is a strong plus. • Familiarity with cloud environments (AWS, Azure, GCP) and Kubernetes. • Hands-on experience with APIs, microservices, and application integration patterns. • Ability to design and lead technical workshops, demos, and proof-of-concept implementations. What You'll Bring to the Role Required • 5+ years in a technical sales or solutions engineering role, selling complex enterprise software solutions. • Strong ability to lead technical evaluations and effectively communicate business impact. • Excellent presentation, communication, and relationship-building skills. • Willingness to travel (up to 35%). Preferred • Experience with event-driven architectures, streaming, or messaging middleware. • Exposure to agentic AI, LLM application development, or multi-agent orchestration platforms. • Programming knowledge in Java, Python, Go, or JavaScript. • Familiarity with enterprise IT environments, including security, networking, and compliance considerations. What Success Looks Like In 3 Months • Deliver impactful technical demonstrations and PoVs for key enterprise prospects across Solace Event Brokers and Agent Mesh. • Build strong relationships with Account Executives, Solutions Engineering peers, and cross-functional teams. • Develop fluency in Event Driven Architectures & Agent Mesh Enterprise positioning and its differentiation in the agentic AI market. In 6 Months • Lead multiple successful PoVs - including Agent Mesh scenarios - and position yourself as a trusted advisor to customers. • Influence internal best practices and refine technical sales motions around agentic AI and Event Driven Architectures. In 12 Months • Play a key role in closing multimillion-dollar deals, helping expand Solace's enterprise footprint. • Drive strategic adoption of event-driven architecture and Agent Mesh within enterprise customers, reinforcing Solace as the leader in real-time agentic AI infrastructure.