Lead Solutions Engineer

A senior technical role for someone who enjoys solving complex problems alongside customers and translating platform depth into meaningful business outcomes.

THE ROLE:

Dynatrace is a leader in unified observability and security, trusted by over half of the Fortune 100 to run their most critical digital operations. As a Solution Engineer in APAC, you work at the intersection of deep technology and enterprise sales — helping customers understand how Dynatrace can address their observability challenges, guiding evaluations, and building lasting technical relationships.

You will work closely with account executives, partners, and customer teams across financial services, manufacturing, retail, and telecommunications, bringing technical credibility and commercial awareness to every engagement. The role suits someone who is confident presenting to senior stakeholders as well as rolling up their sleeves in a customer’s environment.

WHAT YOU'LL DO:

• Guide the technical evaluation process in enterprise sales cycles — from discovery and scoping through proof of concept execution and sign-off.
• Deliver demonstrations that are grounded in a customer’s specific environment and pain points, rather than generic product showcases.
• Lead structured discovery conversations to understand technical fit, business priorities, and stakeholder dynamics, using frameworks such as MEDDPICC to keep evaluations on track.
• Define proof of concept scope, success criteria, and timelines in collaboration with the customer — so that evaluations are well-structured and productive for both sides.
• Engage with CxO and senior technical stakeholders to discuss Dynatrace’s AI observability vision, connecting platform capabilities to business outcomes such as improved reliability, reduced operational cost, and faster incident resolution.
• Develop well-informed competitive positioning against Datadog, Splunk, New Relic, Grafana, and others — based on a clear understanding of both Dynatrace’s strengths and the genuine trade-offs involved.
• Work alongside account executives to identify and develop opportunities, including expansion plays within existing accounts.
• Collaborate with Expert Services, Customer Success, GSI partners, and cloud alliance teams (AWS, Azure, GCP) as a reliable technical point of contact throughout the deal cycle.
• Share customer feedback and market intelligence with Product Management to inform roadmap decisions and competitive positioning.
• Represent Dynatrace at regional industry events, partner forums, and trade shows.

Technical experience

• 7–10 years of experience in observability, APM, or a technical presales or customer-facing engineering role.
• Working knowledge of OpenTelemetry — instrumentation approaches, context propagation, collector configuration,— as the emerging standard across the observability ecosystem.
• Solid grounding in distributed tracing concepts: spans, trace context, latency profiling, and dependency mapping across microservices architectures.
• Practical Kubernetes experience in production-grade environments. This includes multi-cluster topologies, namespace and RBAC design, Helm-based deployments, operator patterns, HPA and VPA behaviour and pod lifecycle events. You should be comfortable discussing where observability gaps typically emerge in Kubernetes environments
• Hands-on experience with one or more major cloud platforms — AWS, Azure, or GCP — including managed Kubernetes services (EKS, AKS, GKE), serverless functions, and event-driven architectures.
• Familiarity with SRE practices — SLOs, SLIs, error budgets, and toil reduction — and an ability to engage meaningfully with reliability engineering teams on these topics.
• Application instrumentation experience in one or more of Java, .NET, Node.js, Python etc— sufficient to work through integration challenges in a customer environment.
• Experience with log analytics at scale: structured logging, log pipeline design, and query-based root cause analysis workflows.
• Awareness of security observability — runtime vulnerability detection, CSPM, and compliance posture — as an increasingly important dimension of enterprise observability conversations.
• Awareness of FinOps and cost observability — understanding how cloud spend visibility and cost allocation are becoming purchasing drivers alongside traditional APM use cases.

Useful additional experience

• Exposure to AI and LLM observability — LLMOps, token cost monitoring, prompt tracing, and model performance tracking. This is a growing area of customer interest and prior familiarity is an advantage.
• Experience with CI/CD pipelines and DevOps toolchains, with an understanding of where observability fits across the software delivery lifecycle.
• A bachelor’s degree in Computer Science or a related field, or equivalent practical experience.

Ways of working

• Structured approach to discovery — you use frameworks like MEDDPICC as a genuine tool for understanding deal health, not as a reporting exercise.
• Clear communication across technical and business audiences — comfortable discussing Grail queries with a platform team and cost-of-downtime with a CFO in the same week.
• Commercial understanding — familiarity with TCO framing, ROI and consumption driven SaaS models.
• Thoughtful competitive positioning — an ability to discuss competitor strengths and weaknesses accurately, without overstating Dynatrace’s advantages or dismissing alternatives.
• Ability to manage multiple concurrent engagements — parallel POCs, stakeholder threads, and internal coordination.
• A genuine interest in the observability space and a habit of keeping pace with how it is evolving — across tooling, standards, and customer use cases.

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.