Presales Engineer demonstrating D - Fend’s counter - drone products, conducting POCs, and qualifying customer requirements. Supporting sales, professional services handoffs, and product strategy at Motorola Solutions.
About the role
- Customer Engineer leading technical discovery, demos, and solution design for Federato’s AI-native insurance platform. Supporting carriers and MGUs from presales through post-sale handoff.
Responsibilities
- Help insurance carriers and MGUs realize the full power of the Federato platform
- Partner with Sales to lead technical discovery, solution design, and demo delivery
- Co-create systems, tools, and content for the early Customer Engineering motion
- Own technical sales engagements from discovery through close
- Deliver tailored, high-impact demos focused on business outcomes
- Translate customer workflows into Federato configurations, including quoting, rating, endorsements, and portfolio optimization
- Lead RFP and security questionnaire completion with Product and Security teams
- Build and maintain reusable demo environments for target customer segments
- Develop onboarding materials, configuration libraries, and example rating logic
- Partner with Pre-Sales leadership and Product Marketing to refine messaging frameworks and technical collateral
- Define and improve the pre-sales lifecycle, including discovery, solutioning, and handoffs
- Create discovery playbooks, configuration scopes, success criteria templates, demo setup guides, and walkthroughs
- Collaborate with Product and Engineering to align the roadmap with customer pain points
- Surface recurring objections and product gaps with clarity and context
- Provide post-sale context to Implementation and Customer Success
Requirements
- 6–10+ years in technical presales/solutions engineering
- Hands-on experience in demos, architecture design, and enterprise sales support
- Strong insurance domain knowledge or curiosity to learn quickly
- Familiarity with policy lifecycle management, rating, quoting, and underwriting systems
- Ability to communicate technical value to both executives and practitioners
- Coding competence in Javascript and SQL
- Fluency with AI tools such as Gemini and Claude for building and configuring systems
- Experience working at high-growth, early-stage startups
- Nice to have: Degree in Computer Science, Software Engineering, Information Systems, or equivalent
- Up to 30% travel
Benefits
- Stock options
- Benefits
- Additional perks
- Up to 30% travel
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