Senior Pre-Sales Solution Architect

Jama Software® is focused on maximizing innovation success in multidisciplinary engineering organizations. Numerous firsts for humanity in fields such as fuel cells, electrification, space, software-defined vehicles, surgical robotics, and more all rely on Jama Connect® requirements management software to minimize the risk of defects, rework, cost overruns, and recalls. Using Jama Connect, engineering organizations can now intelligently manage the development process by leveraging Live Traceability™ across best-of-breed tools to measurably improve outcomes. Our rapidly growing customer base spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance industries.

We are looking for a Senior Pre-Sales Solution Architect, to be the driving force behind technical sales success. This role will independently support all technical sales needs for our Account Executives (AEs) and Customer Success Managers (CSMs). The strategic approach will involve proactive positioning against competitors, understanding the complex challenges faced by enterprise-level customers, and using both advanced tools and your personal credibility to build compelling value propositions. Your efforts will not only result in successful sales but also ensure the ongoing adoption of Jama Software. 

You'll work closely with partners, consulting teams, technical support, and key contributors, using your strong expertise in Aerospace and Defense to become the technical guide for your sales team. 

Join our dynamic team in a remote-first work environment, with the opportunity to come together annually for a company-wide gathering!  

What You'll Do: 

• Provide end-to-end product demonstration, including complex integrations and use cases. 
• Work independently to drive opportunities forward with AE/CSMs. 
• Responsible for all technical discussions and follow ups with prospects. 
• Build custom demonstrations to highlight specific business solutions for each prospect. 
• Lead all trials from start to finish, ensuring success criteria is established between sales and prospect. 

What You'll Bring: 

• 6+ years’ experience in pre-sales or solutions engineering background in enterprise SaaS sales. 
• 3+ years’ experience with Agile, Lean, Kanban, SAFe and other product engineering and delivery methodologies required. 
• 3+ years’ experience with sales methodology and pipeline management. 
• Experience in Aerospace, Defense, Federal industries.  
• Strong demonstration skills and ability to incorporate discovery into technical solutions. 
• Deep understanding of requirements management concepts and competitive landscape. 
• Understanding of importance of requirements management within Aerospace & Defense industries. 
• Ability to position Jama Connect against competitive products from a technical perspective. 
• Detailed understanding and knowledge of assigned vertical and relevant regulations. Knowledge of specific technical domain (E.g. MBSE, Systems Engineering, Software Development, etc...) 

Nice to Have: 

• Experience with industry specific standards (ARP4754A, DO178c, AS 9100, AS 9110, AS 9120, DO254, MIL-STD-202G, DoDAF, etc…) 
• Experience with other Requirements Management software 
• Familiarity with Jira and SYML Modeling tools. 
• Security Clearance. 

Perks and Benefits: 

• Virtual first and culturally diverse work environment spanning 8 countries. 
• Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions. 
• Flexible time off and leave programs crafted to meet the needs for your rejuvenation and extra support to cope with life events with a quarterly $75 wellness reimbursement. 
• Comprehensive and affordable medical, dental and vision plans with pre-tax savings accounts and a generous 401(k) empl