Digital Solution Engineer - Digital Natives & Startups- Cloud& AI

Full Job Description

Own technical strategy for assigned Digital Native and Startup customers from discovery through technical close, MVP, pilot and production adoption. Lead architecture-led customer conversations across Azure AI, application innovation, data platforms, developer tools, cloud operations, governance and security. Deliver demos, whiteboarding sessions, architecture workshops, proof of concepts and technical validations that demonstrate clear business value and path to production. Translate customer product goals, business priorities and technical complexity into decision criteria, success plans, implementation roadmaps and measurable outcomes. Identify and remove technical blockers including architecture gaps, security concerns, capacity and quota constraints, migration risks, integration challenges and operational readiness issues. Partner with account executives, specialists and customer success teams to support pipeline creation, opportunity progression, technical win documentation, milestone hygiene and forecast quality. Capture reusable patterns, lessons learned, field feedback and customer insights so the Digital Natives business can scale consistently across US, Asia and EMEA. Experience in technical pre-sales, solution engineering, cloud architecture, software engineering, technical consulting or equivalent customer-facing technical role. Demonstrated ability to influence technical and business stakeholders, including CTOs, founders, engineering leaders, architects and product leaders. Hands-on understanding of cloud architecture and modern application design, including security, reliability, scalability, integration and operations. Practical experience with AI, data, analytics, application modernization or developer platform solutions on Azure or comparable cloud platforms. Experience creating demos, prototypes, POCs, pilots or MVPs that lead to technical decisions and production adoption. Strong communication, storytelling and collaboration skills; ability to drive consensus without direct authority. Bachelor's degree in Computer Science, Engineering, Information Technology or related field, or equivalent practical experience. Experience with Digital Native, Startup, SaaS, marketplace, venture-backed or product-led-growth customer scenarios. Understanding of AI governance, Responsible AI, security, compliance, model evaluation, observability, cost management and FinOps. Ability to support technical sales motions across complex territories, multiple stakeholders and fast-moving customer priorities. Experience with competitive positioning and objection handling in AI, cloud platform, data or developer tool markets.