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Solutions Engineer, Large Enterprise - job 2 of 2

About the Team

The Technical Success team is responsible for ensuring the safe and effective deployment of ChatGPT and OpenAI API applications for developers and enterprises. We act as a trusted advisor and thought leader for our customers, ensuring developers and enterprises maximize value from our models and products. As a Solutions Engineer in the Large Enterprise segment, you’ll help the largest companies transform their business through solutions such as customer service, automated content generation, and novel applications that make use of our newest, most exciting models.

About the Role

We are seeking an experienced solutions leader to partner with our customers and ensure they achieve tangible business value from our models through ChatGPT and the OpenAI API. You will partner with senior business stakeholders to understand their pre-sales needs, guide their AI strategy, and identify the highest value use cases and applications. You will work with business and technical teams to demonstrate the value of our solutions and recommend architectural patterns to kickstart their implementation and development. You will work closely with Large Enterprise Sales, Solutions Architecture, Engagement Managers, Security, and Product teams.

This role is based in San Francisco, CA or New York, NY. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

  • Deliver an exceptional pre-sales customer experience for Large Enterprise prospects and customers by providing technical expertise, outlining the value proposition, and answering product, API, and LLM-related questions.

  • Demonstrate how leveraging OpenAI APIs and ChatGPT can meet customers’ business needs and deliver substantial business value. This includes building and presenting demos, scoping use cases, recommending architecture patterns, and providing in-depth technical advisory.

  • Create and maintain documentation, guides, and FAQs related to common questions and requirements discovered during the pre-sales process.

  • Develop and nurture strong customer relationships during the evaluation, validation, and purchasing process.

  • Foster customer advocacy and represent the voice of the customer with internal teams by gathering and relaying customer feedback, identifying themes across customers, and incorporating them into product planning.

  • Serve as the first line of defense for security and compliance questions, explaining standardized collateral, guiding customers toward relevant resources (e.g., trust portal), and escalating complex requirements to the appropriate teams.

You’ll thrive in this role if you:

  • Have 7+ years of experience in a technical pre-sales role, managing C-level technical and business relationships with complex global organizations.

  • Demonstrate a thorough understanding of IT security principles and customer requirements for technical B2B SaaS products, with experience providing higher-level security and compliance support.

  • Have industry experience in programming languages like Python or Javascript.

  • Have delivered prototypes of Generative AI/traditional ML solutions and have knowledge of network/cloud architecture.

  • Are an effective presenter and communicator who can translate business and technical topics to all audiences, including senior leaders.

  • Own problems end-to-end and are willing to pick up whatever knowledge you're missing to get the job done.

  • Have a humble attitude, an eagerness to help your colleagues, and a desire to do whatever it takes to make the team succeed.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. 

We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or any other legally protected status. 

OpenAI Affirmative Action and Equal Employment Opportunity Policy Statement

For US Based Candidates: Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.

OpenAI Global Applicant Privacy Policy

At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

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What You Should Know About Solutions Engineer, Large Enterprise, OpenAI

As a Solutions Engineer in the Large Enterprise segment at OpenAI, located in the vibrant San Francisco area, you'll be at the forefront of transforming how major companies operate with cutting-edge AI solutions. You'll serve as a trusted advisor, helping clients leverage the power of the OpenAI API and ChatGPT to solve real-world problems such as enhancing customer service, automating content generation, and developing novel applications that utilize our latest models. This is not just about sales; it’s about partnering with customers from the initial engagement to ensure they fully understand and unlock the value of our technology. You’ll engage directly with C-level executives, steering them in shaping their AI strategies and identifying high-impact use cases. Your role involves delivering exceptional technical expertise throughout the pre-sales process, building engaging demonstrations, and guiding clients on architectural best practices. Collaboration is key; you will work closely with various teams including Sales, Solutions Architecture, and Product to ensure that customer feedback is reflected in our offerings. In this dynamic role, you’ll also have the opportunity to create valuable documentation and foster lasting relationships with clients. With a hybrid work model, OpenAI values flexibility while still nurturing a collaborative team environment. If you have a passion for AI and a drive to make a difference, this role is your chance to be part of something truly innovative.

Frequently Asked Questions (FAQs) for Solutions Engineer, Large Enterprise Role at OpenAI
What are the key responsibilities of a Solutions Engineer at OpenAI?

As a Solutions Engineer at OpenAI, you’ll be responsible for delivering an exceptional pre-sales customer experience by providing technical expertise, demonstrating the value of OpenAI's products, and guiding clients through their AI strategies to achieve tangible business outcomes.

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What qualifications are required for the Solutions Engineer position at OpenAI?

To qualify for the Solutions Engineer role at OpenAI, you should have at least 7 years of experience in a technical pre-sales role, particularly in managing relationships with large, complex organizations. A firm understanding of IT security principles, experience with programming languages like Python or Javascript, and a strong ability to communicate technical concepts are also essential.

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How does OpenAI support Solutions Engineers in engaging with enterprise clients?

OpenAI supports its Solutions Engineers by providing a collaborative environment where you'll work closely with Sales, Solutions Architecture, and other teams. You'll also have access to comprehensive resources to help you demonstrate product value effectively and advocate for customer needs within the organization.

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What can I expect in terms of work-life balance as a Solutions Engineer at OpenAI?

OpenAI employs a hybrid work model, which typically involves working three days in the office per week, naturally promoting a healthy work-life balance. This flexibility allows you to collaborate with your team while also managing your time effectively.

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What type of impact can a Solutions Engineer at OpenAI have on clients?

As a Solutions Engineer at OpenAI, your impact is significant. You'll guide clients in leveraging AI to enhance their operational efficiency, drive innovation, and solve critical business challenges, ultimately helping them maximize the value derived from their AI investments.

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Common Interview Questions for Solutions Engineer, Large Enterprise
Can you describe your experience with technical pre-sales?

In answering this question, provide specific examples of your past roles where you interacted with clients in a pre-sales capacity. Highlight any successful projects where your technical expertise led to significant business outcomes for the client.

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How do you approach building relationships with C-level executives?

Discuss your strategy for establishing rapport, understanding business needs, and maintaining open lines of communication. Emphasize the importance of trust and alignment with clients’ strategic goals in the context of AI solutions.

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Give an example of a time you demonstrated a complex technical solution to a non-technical audience.

Provide a scenario where you tailored your presentation to focus on the business value rather than technical jargon. Discuss the feedback you received and how it helped facilitate a successful client decision.

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What methodologies do you utilize to identify key use cases for AI in an enterprise environment?

Talk about any frameworks or techniques you use to assess client needs, gather requirements, and prioritize projects based on potential ROI and strategic alignment. Practical examples will strengthen your response.

Join Rise to see the full answer
How do you handle difficult questions or objections during a sales presentation?

Showcase your problem-solving skills by discussing a specific instance where you successfully Addressed objections. Focus on your ability to listen, empathize, and provide constructive responses that align with client concerns.

Join Rise to see the full answer
What experience do you have with OpenAI APIs and ChatGPT?

Share any relevant projects you’ve worked on that utilized OpenAI APIs and ChatGPT. Discuss your specific contributions, the challenges faced, and how you overcame them to deliver value to the client.

Join Rise to see the full answer
Describe how you ensure compliance with IT security standards in a pre-sales role.

Outline your understanding of compliance requirements and how you've previously ensured that proposed solutions met security standards. Emphasize the importance of client trust in this process.

Join Rise to see the full answer
What strategies do you implement to gather and incorporate customer feedback?

Discuss how you actively seek feedback from clients during and after the sales process. Highlight any tools or processes you use to analyze feedback and influence internal product development.

Join Rise to see the full answer
How do you stay updated on the latest developments in AI technology?

Mention any forums, publications, or networks you follow to keep abreast of AI innovations. Discuss how this knowledge directly contributes to your effectiveness as a Solutions Engineer.

Join Rise to see the full answer
Why do you want to work as a Solutions Engineer for OpenAI?

Express your enthusiasm for OpenAI’s mission and discuss how your skills align with the company’s goals. Highlight any specific aspects of OpenAI’s products or culture that resonate with you and make this opportunity particularly appealing.

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OpenAI is a US based, private research laboratory that aims to develop and direct AI. It is one of the leading Artifical Intellgence organizations and has developed several large AI language models including ChatGPT.

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DATE POSTED
January 17, 2025

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