Sales Solutions Engineer - AWS

Sonar is seeking a Senior Sales Engineer to serve as the technical voice of our AWS go-to-market motion and the trusted advisor to enterprise customers evaluating Sonar's code quality, SAST, secrets detection, and AI code assurance capabilities on AWS. This is a senior pre-sales position for someone with deep, hands-on knowledge of the AWS ecosystem who can translate Sonar's value into technical wins — leading discovery, demos, proofs of value, and architecture conversations alongside AWS account teams and adjacent ISV partners.

The Senior SE will partner closely with Account Executives and AWS Partner Solution Architects to drive technical validation of Sonar in customer environments — from first technical discovery through POC execution to closed-won and deployment. This individual must be equally fluent in live technical demonstration and executive business narrative, capable of representing Sonar in customer briefings, AWS-led technical workshops, and field events at the highest levels of the sales cycle.

• Cloud Platform: AWS (Compute, Storage, Containers/EKS, CodeCatalyst, CodePipeline, CodeBuild, Bedrock, Security Hub, GuardDuty, Inspector, Secrets Manager, IAM Identity Center)

• Marketplace & Co-Sell Motions: AWS Marketplace (SaaS Contracts, Private Offers, CPPO), ISV Accelerate co-sell, Partner Central opportunity registration

• Certifications: AWS Solutions Architect Associate or Professional, AWS Specialty Certifications (Security, DevOps Engineer Professional) preferred

• DevOps Platforms (analysis ingress): GitHub, GitLab, Bitbucket, Azure DevOps

• Adjacent ISV Ecosystem: Snyk, JFrog, HashiCorp, Datadog, Mend, Checkmarx, Anthropic / OpenAI (LLM code-gen providers integrated with Bedrock)

What You Will Do:

• Partner with Account Executives as the lead technical resource on AWS-aligned enterprise opportunities — driving discovery, qualification, technical demos, and proof-of-value execution from first call to closed-won.

• Design and deliver tailored Sonar demonstrations against the customer's actual AWS environment, CI/CD pipelines, and use cases — covering SonarQube Server, SonarQube Cloud, AI Code Assurance, and AI CodeFix in realistic enterprise contexts.

• Scope, lead, and bring to successful technical close customer POCs and pilots, including those funded through AWS programs (Innovation Sandbox, MAP, ISV Accelerate), ensuring each engagement produces clear technical win criteria and measurable customer outcomes.

• Serve as the technical voice in joint AWS account planning and co-sell motions — collaborating with AWS Partner Solution Architects and account teams to align on customer architecture, position Sonar within AWS-native developer and security workflows, and accelerate AWS Marketplace transactions.

• Capture and channel customer feedback, competitive intelligence, and AWS service developments (Bedrock, CodeCatalyst, Security Hub, agentic developer tooling) back to Product Management and Alliances leadership to inform roadmap and GTM priorities.

• Position multi-ISV solutions that combine Sonar with AWS-native services and complementary partner tools — secrets management (HashiCorp Vault), SCA (Snyk, Mend), artifact governance (JFrog), and observability (Datadog) — in customer-facing architecture conversations and solution briefs.

• Represent Sonar in customer technical workshops, AWS-led field events, Executive Briefing Center sessions, and industry events including AWS re:Invent, AWS Summit, and KubeCon.

The Experience You Will Need:

• 7–10 years of pre-sales / sales engineering experience at an enterprise software vendor, with at least 3 years selling alongside or into the AWS ecosystem; DevSecOps, application security, or developer tooling background strongly preferred.

• Hands-on working knowledge of the AWS service portfolio across compute, containers, developer tooling, AI/ML (Bedrock), and security, with the ability to whiteboard customer architectures live.

• AWS Solutions Architect Associate certification required; Professional and/or specialty certifications in Security or DevOps Engineer Professional strongly preferred.

• Demonstrated track record of owning the technical win — running discovery, delivering compelling demos, scoping POCs to measurable success criteria, and handling technical objections through to closed-won.

• Working familiarity with AWS Marketplace transactions and co-sell motions (Private Offers, ISV Accelerate, Partner Central opportunity registration).

• Executive-level written and verbal communication skills with the ability to flex from hands-on developer conversations to C-suite business-impact narratives in the same engagement.

• Based in or willing to relocate to Austin, TX, with the ability to engage in person with customers, AWS, and partner teams across the Austin tech corridor, and travel up to 30–40% for customer meetings and field events.

Preferred Skills:

• Prior SE experience at a DevSecOps, SAST, SCA, or developer-tools vendor with a meaningful AWS co-sell motion.

• Comfort building and maintaining demo environments and reference integrations — including hands-on work with GitHub Actions, GitLab CI, AWS CodePipeline/CodeBuild, and container-based deployments on EKS.

• Experience co-selling with AWS Partner Solution Architects and account teams, including joint customer calls, joint architecture sessions, and Marketplace Private Offer execution.

• Familiarity with Sonar's product line (SonarQube Server, SonarQube Cloud, SonarQube for IDE, AI Code Assurance, AI CodeFix) and how SAST, secrets detection, and Clean Code methodology intersect with AWS-native developer and security services in complex enterprise environments.

• Experience representing a vendor at AWS-led customer events, Executive Briefing Center sessions, and major industry conferences such as AWS re:Invent and AWS Summit.