Principal Solutions Engineer - Observe by Snowflake

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

Observe by Snowflake is a high-growth SaaS observability platform built on the Snowflake AI Data Cloud, enabling businesses to troubleshoot modern distributed applications 10x faster. Now, as a core part of Snowflake, we’ve reached a major milestone in the evolution of the Snowflake platform. By bringing AI-powered observability directly into the Snowflake ecosystem, we’ve created the first truly unified platform for telemetry and business data.

This Principal Sales Engineer is a critical, highly-visible role within our organization, serving as the primary technical resource for our Sales team. You will be responsible for driving the technical closure of sales opportunities by demonstrating the value of Observe to prospective customers. This role requires a blend of deep technical knowledge, strong presentation skills, and a customer-focused approach.

• Technical Discovery and Presentation: Conduct in-depth technical discovery sessions with prospects to understand their current environment, challenges, and specific observability requirements. Tailor and deliver compelling product demonstrations and technical presentations that showcase how our solution addresses their needs.
• Proof of Concepts (POCs): Design, scope, and manage technical evaluations and Proof of Concepts, ensuring the successful setup and demonstration of value within the customer's environment. Document findings and present clear, persuasive results back to the customer.
• Sales Team Support: Partner closely with Account Executives to develop and execute technical sales strategies. Act as the technical subject matter expert throughout the sales cycle, from initial contact to final contract.
• Feedback and Product Collaboration: Serve as the voice of the customer to the Product Management and Engineering teams, providing crucial feedback on product capabilities, market needs, and competitive landscape.
• Content and Training: Develop and maintain technical sales collateral, including demo environments, presentations, and best practice guides. Deliver technical training to the broader Sales organization.
• Travel: Ability to travel to client sites and industry events as required.

• Required Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience.
• 10+ years of experience as a Sales Engineer or Solutions Architect in the software industry.
• Deep technical understanding and practical experience with modern Observability concepts (metrics, logging, tracing) and tools (e.g., Prometheus, OpenTelemetry, Grafana, ELK Stack).
• Familiarity with cloud-native technologies (Kubernetes, Docker, Microservices) and major cloud platforms (AWS, Azure, GCP).
• Strong verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
• Preferred Experience selling to Developer, DevOps, and Site Reliability Engineering (SRE) personas.
• Prior experience in a fast-paced, high-growth Observability or Application Performance Monitoring (APM) company.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact?