Sr. Solutions Architect - Pre-sales: EMEA - EMEA
ABOUT THE ROLE:
Rafay’s Solution Architect team is a group of customer-first, hands-on professionals who help enterprises adopt and scale Rafay’s Kubernetes and AI infrastructure operations platform. We’re looking for a Senior Solution Architect with strong experience in infrastructure automation and AI/ML technologies to join our fast-growing team. This role reports to the Director of Solution Architects.
You will partner with sales, product, and engineering teams to help customers design, validate, and adopt Rafay’s platform for their cloud-native and AI/ML workloads. You’ll engage directly with technical leaders: Developers, DevOps engineers, SREs, and Architects, as well as business stakeholders to demonstrate value, drive adoption, and act as a trusted technical advisor.
The work is ambitious and hands-on. You’ll operate at the intersection of On-prem, Cloud, Kubernetes, Automation, AI infrastructure and AI/ML services.
WHAT YOU WILL BE DOING:
● Partner with account executives to help customers understand and realize the value of Rafay’s infrastructure orchestration and AI/ML operations capabilities.
● Lead discovery sessions with customer DevOps, SRE, and platform teams to understand pain points, use cases, and desired business outcomes.
● Design architectures and implementation plans leveraging Rafay’s platform to automate infrastructure provisioning, governance, and AI/ML workload orchestration.
● Develop and deliver technical presentations, demos, and proof-of-value engagements that showcase Rafay’s differentiators.
● Identify and address technical objections, collaborating with product and engineering to develop effective solutions.
● Serve as the technical point of contact for prospective customers — providing guidance, troubleshooting, and hands-on support in complex environments.
● Act as the customer advocate: translate customer needs into product feedback and contribute to the product roadmap.
● Represent Rafay at industry events, webinars, meetups, and conferences through presentations, workshops, and technical content.
● Travel to customer sites and events as needed (up to 35%).
WHAT WE WANT TO SEE:
● 5+years in a pre-sales or customer-facing solution architect/sales engineering role for enterprise cloud infrastructure, SaaS, or hybrid-cloud platforms.
● Proven expertise with infrastructure automation, Kubernetes, containers, and multi-cloud environments (AWS, GCP, Azure, on-prem).
● Strong ability to communicate complex technical topics clearly and confidently to both technical and non-technical audiences.
● Demonstrated success supporting the entire pre-sales cycle — from discovery through close.
● Background in software engineering, DevOps, or systems architecture.
● Excellent presentation, written, and interpersonal communication skills.
● Bachelor’s degree in Computer Science or related field (or equivalent experience).
IT WOULD BE GREAT IF YOU HAD:
● Experience with AI/ML infrastructure, including GPU/accelerated computing, AI/ML workload and technologies.
● Familiarity with AI/ML frameworks (TensorFlow, PyTorch) and associated infrastructure requirements.
● Hands-on familiarity with CNCF ecosystem technologies.
● Certifications such as Certified Kubernetes Administrator(CKA) or AWS Certified Solutions Architect.
● Ability to quickly learn emerging technologies and communicate their value to enterprise customers.
WHY JOIN RAFAY
Rafay is at the forefront of GPU PaaS technologies and Kubernetes and we offer unique opportunities to join a winning team working on foundational technology for cloud and AI/ML services and enterprises. We work in a collaborative environment that rewards creative thinking and provides opportunities to advance professional careers in advanced technology development. On top of this we offer a fun and dynamic work environment, a competitive salary, robust benefits and attractive stock options. As the first of our kind, we are truly in a class of our own.
