Be a Trusted Advisor, Not Just a Demonstrator

• Partner with Account Executives to qualify opportunities, shape account strategies, and drive deals to closure.
• Educate customers on the value of event-driven architecture and agentic AI, challenging them to think bigger about their real-time data and AI strategy.
• Guide customers on industry best practices, integration patterns, and modernization strategies — including the convergence of Event Driven Architectures and multi-agent AI systems.

Champion Building & Customer Relationships

• Build and nurture deep relationships with technical and business stakeholders, turning users into advocates for Solace.
• Conduct on-site visits, regular check-ins, and discovery sessions to stay aligned with evolving customer needs.
• Translate Solace's expanding platform capabilities — from the Solace Event Broker to Agent Mesh — into outcomes customers care about.

Technical Validation & Proof of Value

• Lead impactful demonstrations, Proof of Concepts (PoCs), and Proof of Value (PoVs) that resonate with customer objectives.
• Architect solutions that showcase the business impact of Solace's event-driven and agentic AI platform.
• Own and streamline the evaluation process, guiding prospects through workshops, hands-on trials, and technical validations

Evangelize Event-Driven Architecture

• Demonstrate deep command of core EDA concepts and patterns, including publish/subscribe messaging, event sourcing, CQRS (Command Query Responsibility Segregation), event streaming, and choreography vs. orchestration — applying these patterns to solve real customer architectural challenges.
• Articulate the strategic business value of EDA to executive and technical audiences alike — connecting real-time event streaming to tangible outcomes such as reduced time-to-insight, operational resilience, accelerated digital transformation, and the ability to scale AI-powered applications on a live data fabric.
• Confidently position Solace Event Brokers against competing messaging and streaming technologies — including Apache Kafka, IBM MQ, RabbitMQ, and cloud-native brokers — articulating where Solace’s multi-protocol support, hybrid/multi-cloud event mesh, enterprise-grade QoS, and dynamic topic routing create clear differentiation.
• Challenge customers to evolve beyond request/response and batch architectures, guiding them through an EDA maturity model — from point-to-point integration and basic messaging to a fully distributed, event-driven enterprise capable of supporting real-time AI and autonomous systems at scale.

Solace Agent Mesh Subject Matter Expert

• Position Solace Agent Mesh Enterprise as the production-grade foundation for agentic AI — bridging event-driven infrastructure with LLM orchestration and multi-agent workflows.
• Demonstrate how Agent Mesh extends customers' existing Solace Event Mesh investment into agentic AI, reducing time-to-production for AI initiatives.
• Articulate the platform's horizontal scalability, fault-tolerant asynchronous messaging, and governance capabilities to both technical teams and executive stakeholders.
• Engage use cases across industries — financial services, manufacturing, logistics, healthcare, defense and national security, and the public sector — where real-time event triggers drive autonomous AI agent actions.

Be the Broader Subject Matter Expert

• Stay ahead of trends in event-driven architecture, agentic AI, cloud computing, messaging, and microservices.
• Engage both technical teams and executive leadership, bridging the gap between technology and business outcomes.
• Confidently position Solace in competitive landscapes, articulating differentiation and ROI across PubSub+ and Agent Mesh.

Collaboration & Customer Advocacy

• Provide customer-driven insights to influence product roadmap decisions.
• Work cross-functionally with Sales, Customer Success, Professional Services, Product, and Engineering to ensure customer success.
• Serve as a field voice for Agent Mesh adoption, feeding real-world use cases and objections back to product and GTM teams.

Federal, DoD & Public Sector Engagement

• Serve as the technical lead for Solace opportunities across the U.S. Department of Defense (Department of War), the Intelligence Community, federal civilian agencies, and state, local, and education (SLED) customers, partnering with Account Executives, channel partners, primes, and systems integrators.
• Translate mission requirements into validated event-driven and agentic AI solutions for use cases such as command and control, ISR and sensor data distribution, logistics and sustainment, cyber and situational awareness, and real-time citizen and agency services.
• Position Solace Event Brokers, Event Mesh, and Agent Mesh for disconnected, intermittent, and limited-bandwidth (DDIL) environments, edge-to-cloud deployments, and on-premises or air-gapped networks, including classified enclaves.
• Speak credibly to federal security and compliance requirements, including FedRAMP, NIST SP 800-53, RMF and ATO processes, DoD Cloud Computing SRG impact levels (IL4/IL5), STIGs, FIPS 140 cryptography, and zero trust architecture.
• Support government acquisition motions, including contributing to RFI and RFP responses, technical volumes, and compliance matrices, and working with program offices (PEOs/PMOs), contracting officers, and contract vehicles such as GSA Schedule, NASA SEWP, and partner-held vehicles.
• Align Solace with DoD and federal modernization priorities such as JADC2, data mesh and data-centric architectures, open standards and modular open systems approaches (MOSA), and responsible AI adoption.
• Enable and support partners, primes, and integrators so they can qualify, architect, and deliver Solace-based solutions to government customers.

Travel & On-Site Engagement

• Expect up to 35% travel, primarily across North America, for on-site workshops, deal closures, and industry events, including customer sites, government facilities, and the Washington, DC area as needed.

Technical & Business Acumen

• You understand that real-time event streaming and agentic AI are strategic enablers for businesses, driving efficiency, responsiveness, and competitive differentiation.
• You can clearly articulate the business value of Solace — tying technical solutions to real-world business challenges, from modernizing middleware to deploying production-grade AI agents.

Customer-Centric Mindset

• You build strong, lasting relationships and know how to turn customers into long-term champions.
• You're a proactive problem solver who takes ownership and drives initiatives forward.

Smart, Driven, and Adaptable

• You thrive in fast-paced environments and continuously seek feedback to improve.
• You're a clear communicator who tailors messaging for both technical and business audiences.
• You bring energy, urgency, and enthusiasm to customer engagements, inspiring action and momentum.

Technical Expertise

• Experience with event-driven architecture, messaging, or event streaming platforms (e.g., Solace PubSub+, Kafka, RabbitMQ, NATS, or MQTT brokers).
• Familiarity with agentic AI frameworks, LLM orchestration, and multi-agent systems (e.g., LangChain, Google ADK, CrewAI, AutoGen, or similar).
• Working knowledge of A2A (Agent-to-Agent) and MCP (Model Context Protocol) communication patterns is a strong plus.
• Familiarity with cloud environments (AWS, Azure, GCP) and Kubernetes.
• Hands-on experience with APIs, microservices, and application integration patterns.
• Ability to design and lead technical workshops, demos, and proof-of-concept implementations.

What You’ll Bring to the Role

Required

• 5+ years in a technical sales or solutions engineering role, selling complex enterprise software solutions.
• Strong ability to lead technical evaluations and effectively communicate business impact.
• Excellent presentation, communication, and relationship-building skills.
• Willingness to travel (up to 35%).
• Demonstrated experience supporting U.S. Government customers, including DoD, the Intelligence Community, federal civilian agencies, or state and local government, in a technical sales, solutions, or systems engineering capacity (directly or through primes, integrators, or channel partners).
• Working understanding of how the public sector buys technology, including RFI/RFP processes, program offices, and government contract vehicles.

Preferred

• Experience with event-driven architectures, streaming, or messaging middleware.
• Exposure to agentic AI, LLM application development, or multi-agent orchestration platforms.
• Programming knowledge in Java, Python, Go, or JavaScript.
• Familiarity with enterprise IT environments, including security, networking, and compliance considerations.
• Current or previously held U.S. security clearance at the Secret or Top Secret (TS/SCI) level. Active clearances are strongly preferred; a clearance that has lapsed or been held in the past is also valued. Candidates who are eligible to obtain a clearance are encouraged to apply.
• Prior military service or civilian experience within DoD, the Intelligence Community, or a defense contractor.
• Hands-on familiarity with government security and compliance frameworks (FedRAMP, NIST SP 800-53, RMF/ATO, DoD Cloud Computing SRG, STIGs, FIPS 140) and with secure, air-gapped, or classified network environments.
• Experience with DoD and federal mission systems and data architectures, such as C2, ISR, tactical edge, DDIL, and message-based or open-standards integration.
• Experience deploying and operating software in government clouds (AWS GovCloud, Azure Government, Google Public Sector) and on-premises Kubernetes (e.g., Red Hat OpenShift).
• Experience writing or contributing to technical proposals, RFI/RFP responses, and compliance matrices.
• Relevant certifications such as CISSP, Security+, or cloud and Kubernetes certifications.

What Success Looks Like

In 3 Months

• Deliver impactful technical demonstrations and PoVs for key enterprise prospects across Solace Event Brokers and Agent Mesh.
• Build strong relationships with Account Executives, Solutions Engineering peers, and cross-functional teams.
• Develop fluency in Event Driven Architectures & Agent Mesh Enterprise positioning and its differentiation in the agentic AI market.
• Build working knowledge of the Solace federal and public sector go-to-market, including target agencies, partner ecosystem, contract vehicles, and security and compliance requirements.

In 6 Months

• Lead multiple successful PoVs — including Agent Mesh scenarios — and position yourself as a trusted advisor to customers.
• Influence internal best practices and refine technical sales motions around agentic AI and Event Driven Architectures.
• Lead at least one PoV or technical engagement with a DoD, federal, or public sector customer, including partner and prime enablement.

In 12 Months

• Play a key role in closing multimillion-dollar deals, helping expand Solace's enterprise footprint.
• Drive strategic adoption of event-driven architecture and Agent Mesh within enterprise customers, reinforcing Solace as the leader in real-time agentic AI infrastructure.
• Help establish Solace as a recognized event-driven and agentic AI platform within the federal and DoD community, contributing to pursuits, partner-led wins, and reference architectures for government environments.

Why You’ll Love Working at Solace

At Solace, we’re all about smart people, meaningful work, and good vibes.

• Work with brilliance – Our team is packed with some of the sharpest minds in the industry.
• Balance matters – We believe work should fit into your life, not the other way around.
• Hybrid-first – Flexibility is built into how we work, so everyone feels included and empowered.
• Values-driven – We live and breathe our core values: craftsmanship, trust, courage, freedom, momentum, humility, and human experience.
• Growth mindset – Our training programs are designed to help you level up, fast.
• Customer Obsessed – We’re proud of our world-class customer lineup (we’re not shy about it).
• Keep it fun – We’re social, we keep things simple, and we know how to have a good time.
• Creative culture – We’ve got a great sense of humour and we make cool videos on topics like MITT and this (check them out!).

At Solace, we are committed to a fair, inclusive, and transparent recruitment process.

To help identify candidates whose qualifications best align with the role, we use artificial intelligence (AI) tools during the initial stage of resume screening. These tools compare submitted resumes to the job description, focusing on education, experience, and skills.

Importantly, all decisions beyond this initial screening—including interviews and final hiring—are made by our human recruitment team. AI is never used to make final hiring decisions.

Let’s Talk

Not sure you meet every requirement? That’s okay — we’re more interested in your potential and passion. If this role excites you, we’d love to hear from you.

Need accommodations during the hiring process? Just let us know — we’re here to support you.

Thanks to everyone who applies! While we wish we could connect with every candidate, only those selected to move forward will be contacted.

At Solace, we believe that diversity and inclusion drive innovation and growth, both in business and in life. We strive to create an enriching and safe workplace where you can be who you are. If you want to do the best work of your career and feel supported every step of the way, we encourage you to join us!

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