Senior Customer Engineer - Collibra Public Sector

Joining Collibra’s Public Sector team The Federal Customer Engineer (CE) serves as the guiding force behind bringing Collibra Public Sector's (CPS) product and vision to customers and prospects. Senior Customer Engineers are responsible for both net-new and expansion opportunities in existing accounts. They establish knowledgeable and trusted relationships from day one and serve as thoughtful technical advisors. The CE maintains a technical relationship with customers throughout the entire customer journey, both pre- and post-sale. You will fill an essential and highly respected role in the sales organization at CPS. As a Federal Customer Engineer at Collibra Public Sector, you will support our nation’s most critical agencies in achieving Data Sovereignty and Mission Intelligence. You will partner with Federal Account Executives to navigate the unique procurement and technical landscapes of the DoW, Civilian and the Intelligence Community agencies. Your goal is to show how Collibra’s Self-Hosted and FedRAMP-authorized platforms can break down agency silos, ensure regulatory compliance, and accelerate the secure adoption of AI. Senior Customer Engineers at Collibra are responsible for Presales - Lead in-depth technical discovery sessions to uncover complex needs and environments and recommend solutions - Owns delivery of technical evaluation efforts with input from specialists for (Data Quality, Privacy, AI Governance and the core Collibra Platform). - Works closely with the Account Executive to craft win-win sales proposals and influence decisions. - Participates in discovery and drives qualification of new opportunities, and expands Collibra solutions with existing customers. - Prepares and owns functional and technical sections of RFPs/RFQs. Demonstration/Presentation delivery - Deliver focussed demonstration, creating sample/custom assets and configure workflows as required to meet client needs. - Deliver focused presentations and roadmaps to key stakeholders across both business and technology - Deliver complex tailored demonstrations and discuss in detail customization capabilities for specific use cases. - Present tailored product roadmap presentation based on customer's priorities and current/future use cases - Deliver complex multi-disciplinary workshops from start to finish involving internal and external stakeholders. - Lead and own workshops, be the key driver for the agenda, and ensure outcomes result in positive outcomes for client and Collibra. - Lead product and technical sections of regular business reviews with key customers - Prepare and conduct product demonstrations, highlighting how Collibra’s Platform can support our Federal Government customer requirements. - Identifying, evaluating, recommending, and executing value-based workshops and proof of concepts/values. - Deliver tailored demonstrations that address specific Federal mandates (e.g., OMB M-24-10 regarding AI Governance, CDO Council priorities, and Executive Orders on Data Sharing). - Lead technical Proof of Value (PoV) engagements within agency environments. - Ensure successful deployment of Collibra Edge behind agency firewalls. Relationship Management - Acts as the technical authority on Collibra’s security posture, including FedRAMP (Moderate), IL4/IL5 requirements, and SOC2 compliance. - Acts as a liaison between the client and internal teams on complex requirements and issues that need clarification. - Leads complex evaluation efforts, coordinating cross-functional resources, and complex testing scenarios. - Document customer use cases and value realized (or to be realized for new) leveraging value consulting team where relevant. - Proactively engages with senior-level and strategically important customer/prospect representatives, influencing product-related decisions. - Develops executive-level credibility and trust, influencing customer-focused solution development and purchasing decisions. - Build independent relationships to identify growth opportunities. - Act as a go-to subject matter expert for specific product areas, industries, or complex technical domains. Adoption and Expansion - Architect highly customized and integrated solutions for identified Agency use cases - Collaborate with Solution Architects in providing guidance on solution design for new use cases. - Support customer identification of value and ROI. Support customer use case library aligned to data strategy and business value, leveraging the services team when and where required. - Actively support account growth strategies with the AE/AM. - Understand in detail the specific differentiators for Collibra solutions, including strengths and weaknesses of competition. - Provide thought leadership on best practices for adoption and technical optimizations. - Influences product and service direction to enhance overall client experience. - Design and validate future-state technical architectures for major transformation projects, integrating across vast complex ecosystems - Mapping solutions to value across large and dynamic customers, bridging both business and technical requirements. - Advising and supporting customers’ technical stakeholders to accelerate Collibra adoption and value realization, i.e., be the primary point of contact for technical and product-related queries. - Architect solutions that function across complex Federal environments, including on-premises, hybrid cloud, and disconnected/classified networks. - Help agencies build a "Unified Data Language" to facilitate secure data sharing between departments while maintaining strict access controls and data labeling. Customer Support - Address technical questions, mitigate risks, and overcome objections related to security, scalability, integration and implementation. - Identify adoption roadblocks and ensure successful product usage. - Drive technical resolution and best practices for common challenges. - Document customer use cases and adoption challenges, providing guidance on adoption/value realization best practices. Teaming - Provides onboarding assistance for CEs and allied sales team members. - Contributes to Customer Engineering participation in major projects and provides forward-looking technical guidance. - Maintain expert-level product knowledge across the portfolio. - Works internally to improve product marketing messaging and educate Sales/CEs. - Provides team members with technical and process guidance and advice. - Build and execute account specific competitive strategies, and contribute to the broader Collibra competitive landscape analysis. Understand the broader technology ecosystem and future trends. - Packages best practices and lessons learned into thought leadership, methodologies, and published assets to improve Customer Engineering processes. - Owns Customer Engineering participation in major projects and provides forward-looking technical guidance. - Supporting sales and marketing activities, webcasts, field enablement, and asset creation. - Providing advice and feedback to product management and engineering to enhance Collibra solutions and offerings. You have - 5+ years in Sales Engineering or Technical Consulting, specifically supporting U.S. Federal Government customers with 4+ years working in the Data/SaaS space. - Proficiency in SQL and deep familiarity with Federal data stacks (e.g., Snowflake Government Data Cloud, AWS GovCloud, Azure Government, and Palantir) are a plus. - Working knowledge of NIST 800-53, FISMA, and the Federal Data Strategy. - Proven ability to navigate the Federal procurement cycle and build long-term relationships with Agency CDOs, CTOs, and Program Managers. - Experience should include a broad range of disciplines, including value-based selling, cost-benefit analysis, ROI analysis, process and project management. - Experience in regulatory compliance and or (financial/IT) audit is a plus. - Experience working with leading PaaS providers, data lakes, databases, and integration platforms is required. - Familiarity in enterprise security solutions such as LDAP or Kerberos. - Experience working with Data Quality, Data Pipelines, Data Orchestration, and/or Job Control tools. - Knowledgeable of at least least two or three of the following: data management processes, including data governance, data stewardship, master data management, data cataloging, and business rules management - Experienced with Collibra or comparable technologies - Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows. - A bachelor’s degree or equivalent related working experience is required. - Hold active security clearance (Secret/TS). - Because this role supports the U.S. government business, it is required that you are a U.S. citizen who resides on U.S. soil. You are - Exceptional in communication, presentation and interpersonal skills including the ability to communicate effectively and build relationships within government entities. - Fast learner with an aptitude for grasping complex technical concepts. - Excellent organization and stakeholder management skills. - A proven collaborator and liaison with all levels and departments within an organization, with experience and success in both partner and contractor-heavy environments. - Confident in dispensing knowledge to a highly skilled and experienced audience. - Able to demonstrate a thorough understanding of business needs and revenue potential for accounts in the region. Measures of success - Within your first month, you will become familiar with Collibra Public Sector and understand our customer landscape. - Within your second month, you should confidently conduct discovery with customers and prospects, initial product demonstrations, and be able to present solutions aligned to customer value. - Within your third month, you will become a voice for Collibra within your accounts and for your accounts back within Collibra - educating external and internal stakeholders on features, roadmap, and new use cases. Additionally you will drive operational excellence by ensuring the sales process runs smoothly and efficiently. Compensation for this role The standard base salary range for this position is $140,000 - $175,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location. In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more. Benefits at Collibra Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits. We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra. At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone. With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.