Solutions Partner Manager - Remote

Job DescriptionAt Railway, we empower engineers to effortlessly deploy applications without the hassle of server management. Our mission is to significantly enhance developer productivity by serving as the ultimate operating system for contemporary software development.By creating tools for infrastructure automation, we aim to make our users exponentially mo…

Canonical is at the forefront of open source software, delivering innovative operating systems to the global enterprise and technology sectors. Our flagship platform, Ubuntu, powers transformative initiatives across public cloud, data science, AI, engineering innovation, and IoT. We proudly serve esteemed public cloud and silicon providers, as well as industry leaders worldwide. As a pioneer in global distributed collaboration, we boast a diverse team of over 1,200 professionals across 75+ countries, with minimal office-based roles. Our teams come together two to four times a year in dynamic locations around the globe to align on strategy and execution. As we aim to revolutionize software operations through model-driven infrastructures, we invite an Engineering Manager to lead our Solutions Engineering team. This role will focus on developing cutting-edge infrastructure-as-code solutions that empower organizations to efficiently manage high-performance computing, private clouds, data lakes, AI/ML, and analytics. Your leadership will drive the creation of new technologies and products, while collaborating closely with our managed infrastructure operations team, which oversees private OpenStack clouds and Kubernetes clusters for clients worldwide. As an Engineering Manager, your primary responsibility is to nurture and guide your team, ensuring their growth and satisfaction as engineers. You will leverage your technical expertise to challenge and uplift your team members, fostering a culture of excellence. Join us in influencing our technical delivery, team direction, and execution.

Canonical seeks a talented Software Engineer to join our Solutions Engineering team, working remotely from anywhere in the world. As a leading provider of open-source software, we empower enterprises with our widely adopted Ubuntu platform, driving innovation across public cloud, data science, AI, engineering, and IoT sectors. You'll play a pivotal role in transforming open-source IT and DevOps operations, enabling high-performance computing, private cloud, and advanced analytics through infrastructure-as-code. Collaborate closely with our managed infrastructure operations team to refine our products based on real-world experiences while developing Python-based automation tools that simplify operations for users globally. If you are passionate about distributed systems and cloud computing, and eager to work on the cutting edge of software engineering, we invite you to apply.

About Atomic VestAtomic Vest is an innovative and rapidly expanding company dedicated to transforming financial services and enabling wealth creation on a global scale. Our mission is to develop essential financial infrastructures that empower consumer-oriented businesses to deliver seamless investing experiences to their clientele. We offer advanced investment capabilities, encompassing ESG investing to multi-currency trading across 60 international markets. Our team comprises passionate financial empowerment advocates hailing from diverse sectors, including technology, banking, finance, and law.Having successfully closed our Series B funding round, we are poised for an exciting growth phase. Join us to be part of a transformative journey!About the RoleIn the role of Solutions Engineer at Atomic Vest, you will be instrumental in supporting our expanding portfolio of partners. You will serve as a key technical resource during both pre-sales and post-sales phases, collaborating with potential partners to define the vision for our collaborations and assisting our Partnerships team in crafting the commercial terms. In your post-sales role, you will act as the primary liaison for our partners, coordinating with our product and engineering teams to facilitate a smooth implementation process. As part of the Solutions team, your performance will be evaluated based on your ability to expedite value realization for our partnerships.Success in this position requires an engineering mindset to handle technical inquiries, strong project management skills to ensure efficient implementations, and a mission-driven sales approach to create mutually beneficial scenarios for all stakeholders. Once onboard, you will gain a thorough understanding of the Atomic platform and the ecosystem of partner platforms we integrate with. This is a unique opportunity to shape the future of our Solutions function.Once Here, You Will:Act as the primary technical advisor for Atomic partnersServe as a subject matter expert for our Atomic API offeringsCollaborate with the Atomic Partnerships team to navigate complex, multi-stakeholder deal cycles across verticals to address various technical and business challengesWork cross-functionally with Product and Engineering to implement integration solutionsCreate and deliver impactful demos that highlight the value proposition for partners and their end usersDrive new customer acquisition and user onboarding initiatives

About GoldskyGoldsky is an innovative real-time on-chain data platform that empowers developers with access to top-tier data infrastructure for their on-chain applications. With rapid indexing capabilities, robust subgraphs, and adaptable data streaming pipelines, Goldsky allows developers to focus more on creating exceptional user experiences than on infrastructure concerns.Our subgraphs are meticulously optimized to enhance querying performance, providing real-time data access while seamlessly managing complexities such as reorgs and RPC failures. Our Mirror feature enables users to synchronize on-chain data directly into their existing database setups for customized usage across both frontend and backend applications.Goldsky has been rigorously tested at scale by leading projects such as Polymarket, 0x, and Puffer, and we proudly serve as the indexing partner for prominent chains including Abstract, Unichain, Kraken, Berachain, and Immutable.We have successfully raised over $20 million from distinguished investors such as Dragonfly Capital and Felicis Ventures, along with notable players like 0x Labs and Uniswap Labs. Our team members have previously developed critical scalable infrastructure at major companies like Meta, Google, Shopify, and Activision.About the RoleJoin us in building the most powerful data platform for Web3. We are seeking a Solutions Engineer to bolster our Technical Services team, which is dedicated to pre- and post-sale engagements with both current and prospective customers.In this role, you will become a product expert and leverage your expertise to help our customers overcome challenges. As part of a small, dynamic team, you will engage in various functions, collaborating cross-functionally with multiple teams and stakeholders to resolve customer-facing issues, assist with product launches, and provide valuable feedback on how our customers utilize our platform. Your support will be vital in guiding customers through their technical journey and ensuring they extract maximum value from our offerings.What You’ll DoDevelop an in-depth understanding of our platform, enabling you to guide customers through their unique challenges. You will acquire such extensive knowledge that you will effectively help customers evaluate their choices, assess trade-offs, and determine if Goldsky is the ideal fit for their requirements.Our customers need to consistently...

Payabli is a pioneering Payments Infrastructure and Monetization Platform designed specifically for vertical software companies. With a single, developer-friendly API and low-code embedded payment components, we empower platforms to seamlessly integrate, monetize, and operationalize payments, making it an integral part of their business model.By consolidating payment acceptance, issuance, and advanced operational tooling, Payabli allows software companies to manage and transfer funds through a unified infrastructure stack, granting them complete control over their payments experience. Our platform is built to scale with PCI DSS 4.0 and SOC 2-compliant security, ensuring enterprise-grade reliability while leveraging AI-driven insights to enhance visibility, streamline operations, and accelerate revenue growth.Supported by prominent fintech investors like QED Investors, Fika Ventures, TTV Capital, and Bling Capital, Payabli is establishing the benchmark for embedded payments infrastructure that drives the evolution of vertical SaaS.As a Senior Solutions Engineer at Payabli, you will play a crucial role in steering post-sales integration projects for new vertical software partners and enhancing integrations for existing partners. We are looking for a dynamic leader who is a self-starter with a strong sense of urgency and an execution-focused mindset. You will collaborate closely with our Sales Engineers on project solutions, ensuring a high-quality process. In this role, you will manage the implementation of new partners, working alongside Account Management, Operations, and other teams to facilitate a smooth launch. You will also need to become an expert in our products and APIs, engaging enthusiastically with both technical and non-technical customers.Key Responsibilities:Translate business requirements into innovative technical solutionsConduct calls to create and manage integration plans for software partnersDesign and present customized integration project plans that align with partner expectations and drive executionUtilize an AI-first mindset to innovate integration processes

Company OverviewDeepgram stands at the forefront of the burgeoning Voice AI economy, offering cutting-edge real-time APIs for speech-to-text (STT) and text-to-speech (TTS) capabilities, as well as enabling the development of scalable production-grade voice agents. With over 200,000 developers and more than 1,300 organizations leveraging Deepgram's technology—including industry leaders like Twilio, Cloudflare, and Jack in the Box—our voice-native foundation models deliver unmatched accuracy, low latency, and cost efficiency. Supported by a recent Series C funding round led by top global investors, Deepgram has processed an impressive 50,000 years of audio and transcribed over 1 trillion words, making us the undisputed leader in voice technology.Company Operating RhythmAt Deepgram, we embody an AI-first philosophy, where the application and comfort with AI are integral to our innovation and performance metrics. All team members are encouraged to actively utilize and experiment with advanced AI tools, incorporating them into their daily workflows. We measure success by how effectively AI is leveraged to achieve results, and the creative application of the latest AI capabilities is crucial for success. Candidates should be eager to embrace new models and quickly adapt to changes, as we operate at the dynamic pace of AI development. This position may not suit those who prefer a structured and traditional 9-to-5 work environment.The OpportunityAs Deepgram continues to expand across the APAC region, we are seeking a Solutions Architect to manage intricate post-sales engagements, guide clients through production phases, and enhance technical support within the area. You will engage throughout the complete customer lifecycle, focusing primarily on architecture, implementation, and Tier-3 technical issue resolution. This role also involves contributing to pre-sales validation requiring deep technical expertise, collaborating with Product and Engineering teams for feedback and roadmap development, and assisting in the maturation of our global operations.About Applied Engineering at DeepgramApplied Engineering merges technical proficiency with innovative solutions, fostering a collaborative environment that encourages personal and professional growth.

As a Senior Sales Engineer at Natuvion, you will play a pivotal role within our sales team, crafting innovative solutions that contribute to the ongoing success of our clients and partners. To expand our portfolio with additional renowned clients, you will actively pursue new national and international customers through compelling sales pitches and meticulous handling of tenders. Additionally, you will create tailored proposals, negotiate terms and contracts, and represent the Natuvion Group with our extensive portfolio.Your Responsibilities:International Business Development: Collaborate with Natuvion colleagues and your team to further expand our international customer portfolio.Presales and Consulting: Engage actively in presales activities and consulting processes. Develop and create best-practice examples, FAQs, and other valuable materials to support the sales team.Project Scope and Solution Development: Define project scopes and develop comprehensive, customer-specific solutions tailored precisely to the needs and requirements of our clients.Presentation and Proposal Creation: Present customized solution proposals and offers, convincing clients of the added value of our solutions. Generate proposals including technical calculations, effort estimations, and detailed service descriptions.Software Demonstrations: Prepare and deliver value-oriented software demonstrations and presentations to support the sales cycles.Customer Qualification: Conduct qualification meetings prior to key presentations to build relationships with potential clients and understand their individual needs.Go-To-Market Strategies & Sales Enablement: Maintain and enhance overarching go-to-market documents to support the sales strategy, as well as conduct sales enablements with partners to improve sales proficiency and efficiency.

Company OverviewDeepgram stands at the forefront of the burgeoning trillion-dollar Voice AI sector, delivering cutting-edge real-time APIs for speech-to-text (STT) and text-to-speech (TTS) solutions, as well as scalable production-grade voice agents. Over 200,000 developers and more than 1,300 organizations leverage Deepgram's technology to create exceptional voice experiences, including renowned companies such as Twilio, Cloudflare, and Jack in the Box. Our voice-native foundation models can be accessed through cloud APIs or deployed as self-hosted and on-premises solutions, offering unparalleled accuracy, low latency, and cost efficiency. Supported by a recent Series C funding round led by top global investors, Deepgram has successfully processed over 50,000 years of audio and transcribed more than 1 trillion words, making us the leading expert in voice technology.Company Operating RhythmAt Deepgram, we champion an AI-first mentality—embracing AI is not merely encouraged, but essential to our operations, innovation, and performance metrics. Each team member is expected to actively employ and experiment with advanced AI tools, integrating them into their daily workflows. We measure the effectiveness of AI applications in driving results, and a creative, consistent engagement with the latest AI capabilities is crucial for success. Candidates should be ready to adopt new models swiftly, incorporate AI seamlessly into their tasks, and continuously explore the potential of these technologies.Change is a constant at Deepgram, moving at the speed of AI. Expect your daily responsibilities to evolve quickly. This position may not be suitable for those who prefer a rigid 9-to-5 structure and are not eager to experiment and adapt.Note: This role is based out of the APAC territory.OpportunityAs Deepgram expands its presence in the APAC region, we are looking to hire a Pre-sales Solutions Engineer who will excel in conducting intricate technical evaluations, developing clear solution pathways, and facilitating repeatable adoption for strategic accounts. Unlike traditional sales processes, our Account Executives collaborate closely with customers throughout their journey—covering discovery, proof of concept (POC), production launches, and growth. Your primary focus will be on pre-sales activities, with opportunities to engage in post-sales efforts where continuity is critical.

Canonical, a premier provider of innovative open-source software and operating systems, is seeking a talented Cloud Solutions Architect to join our dynamic Alliances team. In this remote role, you will collaborate with industry-leading partners such as Intel, Nvidia, Google, Dell, HP, Accenture, and Tata to help them harness the power of our open-source platform, Ubuntu. Your expertise will empower enterprise clients to adopt cutting-edge technologies including cloud infrastructure, AI/MLOps, and Kubernetes. As part of our globally distributed team, you will engage with diverse clients, provide deep insights into real-world challenges, and assist in crafting effective go-to-market strategies tailored to each partner's needs. At Canonical, we value thoughtful solutions and prioritize the best interests of our partners and customers, making this role both impactful and rewarding.

Join Canonical as a Solution Architecture Manager and lead a dynamic field engineering team dedicated to empowering customers with cutting-edge open-source solutions in diverse environments, including public clouds and private data centers. Our team engages with a broad array of cloud offerings, from Ubuntu to advanced virtualization, Kubernetes, and complex open-source solutions encompassing MLops platforms and data systems. As we expand our reach into sectors such as telecommunications, finance, healthcare, and media, we are committed to designing and delivering innovative solutions tailored to our clients' specific needs.We believe that exceptional Engineering Managers are not only great leaders but also skilled engineers who excel at troubleshooting and engaging in technical presales discussions. In this role, you will actively contribute to project delivery while guiding your team's direction and focus. We prioritize fostering management skills and training engineers interested in developing their leadership capabilities.Our vision is to revolutionize the tech sector and enterprise computing through open-source. We aim to simplify, enhance reliability, and improve security for open-source deployment and development. Our engineers, chosen for their brilliance and passion, play a crucial role in realizing our goal of being the leading provider of software solutions globally. As a Solution Architecture Manager, you will help your team achieve remarkable results, instilling pride in every accomplishment.

Federato is dedicated to revolutionizing the insurance industry by ensuring efficient and equitable coverage for everyone. Our innovative platform empowers insurers to tackle modern challenges, including the climate crisis, cyber threats, and social inflation. Backed by prominent investors from Salesforce, Veeva, Zoom, and Box, we are reshaping the way insurance operates.As the sole AI-native platform that encompasses the entire policy lifecycle, Federato transforms insurance workflows. Our built-in decision-making processes align with insurers' unique portfolio goals, enabling underwriters to secure optimal deals swiftly. From the moment a submission arrives, our advanced AI prioritizes high-value business opportunities, providing instant feedback and streamlining workflows into a cohesive system. Federato is committed to delivering superior business results.Role OverviewIn the role of Senior Solutions Engineer at Federato, you will play a vital part in empowering insurance carriers and Managing General Underwriters (MGUs) to fully leverage the capabilities of RiskOps. Collaborating closely with the Sales team, you will lead technical discovery, design tailored solutions, and deliver impactful demonstrations. Additionally, you will contribute to the creation of systems, tools, and content that support our early-stage Sales Engineering initiatives.

At Upbound, we are transforming the future of infrastructure for the Agentic AI Era. As the creators and primary maintainers of Crossplane, we are building the Intelligent Control Plane—a groundbreaking platform layer that empowers infrastructure to be programmable, autonomous, and composable.Our mission is to enable AI-native enterprises with a foundational platform that allows teams to provision, operate, and adapt infrastructure at scale—preparing platforms for both human and AI engagement. We collaborate with top cloud providers, Independent Software Vendors (ISVs), and open-source communities to help organizations accelerate their progress with enhanced confidence.Currently, Upbound supports Fortune 500 companies and platform engineers in over 100 countries. With more than 100M downloads, Crossplane is utilized by over 1,000 teams globally. As a Series B company, we are backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital, having raised $69M to date. Discover more at upbound.io.As a Staff Solutions Architect at Upbound, you will be pivotal in ensuring the technical success of our customers. You will spearhead customer outcomes from initial implementation through to production adoption, ensuring they derive genuine business value from Crossplane and the Upbound platform. This role is highly technical and hands-on, embedded in the post-sales process, collaborating closely with customers to deliver tangible solutions rather than just guidance.

Join Remote as a Solutions Consultant specializing in Global Payroll and be an integral part of our Go To Market Solutions Consulting team. This is a unique opportunity to make a significant impact in the realm of global employment by offering innovative solutions that ensure compliance and accessibility for businesses of all sizes. As a Solutions Consultant, you will leverage your expertise to understand client needs, build strong relationships, and provide tailored recommendations that drive success.

At Offchain Labs, we are not merely creating products; we are spearheading a revolution in the digital realm.As trailblazers in blockchain scalability and security, we are reshaping the way the world engages with decentralized applications. Our mission involves addressing real-world challenges in scaling blockchain technology while upholding its fundamental tenets: decentralization, security, and transparency.Our team is composed of innovative thinkers and proactive problem-solvers who thrive on tackling new challenges. If you are passionate about resolving unprecedented issues and believe in the transformative power of decentralized systems for a fairer digital future, we invite you to join us.Why Choose Offchain Labs?Offchain Labs is leading the charge in the Ethereum ecosystem. We developed the Arbitrum stack, which powers Arbitrum One, the most extensively utilized Ethereum scaling solution available today.The Arbitrum ecosystem is experiencing remarkable growth, with hundreds of projects and decentralized applications (dApps) currently operating on Arbitrum One. More than 100 teams have leveraged Offchain Labs technology to establish their own Arbitrum chains, including major industry players such as Robinhood, BlackRock, Ethena Labs, Securitize, Aave, and Apechain.The thriving Arbitrum ecosystem owes its existence to our cutting-edge technology stack. Arbitrum, Prysm, and ZeroDev are not just product names; they are pivotal tools that are actively redefining the possibilities on Ethereum and enhancing its core infrastructure.To top it off, we are supported by $124 million in funding. We have shown consistent execution with billions in secured value, thousands of projects supported, and infrastructure that seamlessly processes millions of transactions.

Join Canonical, a global leader in open source software and operating systems, as we shape the future of technology in the automotive industry. Our flagship platform, Ubuntu, is integral to transformative enterprise initiatives, including public cloud, data science, AI, engineering innovation, and IoT. We collaborate with some of the world's top public cloud providers and technology leaders, including Mercedes, Ford, GM, Intel, and more. With a diverse team of over 1000 professionals spread across 70+ countries, we prioritize global collaboration and innovation, meeting in unique locations to strategize and align on our goals.As a Solutions Architect for Automotive, you will empower our partners and prospects to leverage our open source platform effectively. Your expertise will guide them in integrating our solutions into their operations, enhancing their offerings for their customers.Our field engineering team employs deep insights to tackle real-world challenges, driving enterprise adoption of technologies such as Ubuntu, OpenStack, Kubernetes, and AI/MLOps. We are passionate about the entire open source ecosystem, from kernel to desktop and cloud to embedded systems. We continuously expand our services to enhance security, management, and developer experiences across a wide array of environments.This position demands not only automotive expertise but also a unique combination of technical skills. Ideal candidates will possess strong Linux knowledge, coding and scripting proficiency, and experience with low-level Linux boot processes, BIOS, firmware, and embedded software development. You will thrive in a dynamic environment, engaging with innovative technology entrepreneurs. As competitive, business-oriented technologists, you will also be collaborative team players who celebrate collective achievements.Our field engineers tackle some of the most challenging queries, providing insightful responses that prioritize our partners' and customers' needs above all else. We trust them to uphold our commitment to excellence.Location: This is a fully remote position open to applicants worldwide.

Join Tether and Revolutionize the Digital Finance LandscapeAt Tether, we are not merely developing products; we are leading a global financial transformation. Our state-of-the-art solutions empower enterprises—from exchanges and wallets to payment processors and ATMs—to effortlessly integrate reserve-backed tokens across various blockchains. By leveraging blockchain technology, Tether allows you to store, send, and receive digital tokens instantly, securely, and globally, all at minimal costs. Transparency is the cornerstone of our operations, fostering trust in every transaction.Innovate with TetherTether Finance: Our pioneering product suite includes the world’s most trusted stablecoin, USDT, relied upon by millions globally, alongside groundbreaking digital asset tokenization services.But this is just the beginning:Tether Power: Accelerating sustainable growth, our energy solutions optimize surplus power for Bitcoin mining using environmentally conscious practices in advanced, geographically diverse facilities.Tether Data: Driving advancements in AI and peer-to-peer technology, we lower infrastructure costs and enhance global communications with innovative solutions like KEET, our flagship application that redefines secure and private data sharing.Tether Education: Making premier digital education accessible to all, we empower individuals to excel in the digital and gig economies, fostering global growth and opportunity.Tether Evolution: At the crossroads of technology and human potential, we are expanding the limits of possibility, crafting a future where innovation and human capabilities converge in extraordinary ways.Why Join Us?Our team is a global talent powerhouse, collaborating remotely from every corner of the globe. If you are driven to leave your mark in the fintech arena, this is your chance to work with some of the brightest minds, pushing boundaries and establishing new benchmarks. We have experienced rapid growth, maintained agility, and secured our position as a leader in the industry.

Join Canonical as a Cloud Field Engineering Manager, where you will lead an innovative team of field engineers dedicated to helping customers implement Canonical’s cutting-edge open source solutions in public clouds and private data centers. You will oversee a diverse portfolio that includes everything from Ubuntu and Kubernetes to advanced MLops platforms and data solutions. As we expand our offerings into sectors such as telecommunications, finance, healthcare, and media, you will play a crucial role in designing and developing tailored solutions to meet our clients' unique needs. We believe that successful Engineering Managers should possess strong technical skills and an ability to inspire their teams. You will engage in technical troubleshooting and presales discussions, contributing to project delivery while guiding your team’s direction and focus. We prioritize nurturing management skills in our engineers, equipping them with the necessary soft skills to excel in leadership roles. At Canonical, we are committed to transforming the tech landscape through open source, making it more accessible, reliable, and secure. Our aim is to provide 'most software to most companies', and we seek brilliant, motivated engineers from around the globe to help us achieve this vision. As an Engineering Manager, you will empower your team to reach their full potential and take pride in their achievements.

Join Our Dynamic Team at A.TeamA.Team is an innovative startup with a global team of 60 professionals dedicated to evolving from a talent platform into a pioneering AI Systems Integrator. We specialize in developing high-impact AI solutions tailored for the Consumer Packaged Goods (CPG) and Retail sectors. Our mission is to empower marketing-led enterprise organizations by launching over 10 AI Solutions that enhance consumer marketing strategies.We are not just a staffing solution; we aim to revolutionize enterprise operations through transformative AI systems.Your RoleAs an AI Solutions Account Executive, you will play a pivotal role in selling sophisticated AI solutions to Fortune 500 Chief Marketing Officers (CMOs) and their teams. This is not your typical sales position—here, you will spearhead complex, multi-stakeholder enterprise deals while engaging with C-suite executives on cutting-edge agentic AI systems, data architectures, and business transformation strategies.This role combines technical sales, strategic consulting, and enterprise relationship management. You will collaborate closely with Solutions Partners (technical architects) to design and implement solutions that significantly enhance how leading brands utilize AI.Competitive on-target earnings (OTE) of $400,000 annually, commensurate with experience, await you.Key ResponsibilitiesEnterprise Sales & Pipeline Management (70%)Lead enterprise sales cycles from discovery to closure for deals ranging from $250K to $2M+, ensuring a robust pipeline that aligns with our aggressive growth targets (minimum of 25 qualified meetings per quarter).Engage with diverse stakeholders including CMOs, CDOs, CTOs, and other Fortune 500 executives—effectively communicating the technical advantages of our AI systems, machine learning pipelines, and workflow integrations.Structure multi-phase client engagements from pilot projects to full-scale implementation, achieving conversion targets: 30% from SAL to SQL, 30% from SQL to CWB, and approximately 9% overall SAL to CWB.Collaborate with Solutions Partners to translate client challenges into actionable technical solutions and compelling proposals. Lead the creation of standout commercial and technical proposals.Design deal structures that mitigate client risk, maximize proof-of-concept opportunities, and foster long-term growth, supported by persuasive business cases and ROI analyses, while expertly navigating procurement and legal frameworks.