Remote Federal Customer Engineer at Collibra - US — Columbus

Headquarters: Remote, USA

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 DoD, 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.

Presales

• Lead in-depth technical discovery sessions to uncover complex needs and environments and recommend solutions.
• Own delivery of technical evaluation efforts with input from specialists for Data Quality, Privacy, AI Governance, and the core Collibra Platform.
• Work closely with the Account Executive to craft win-win sales proposals and influence decisions.
• Participate in discovery and drive qualification of new opportunities, and expand Collibra solutions with existing customers.
• Prepare and own functional and technical sections of RFPs/RFQs.

Demonstration & Presentation Delivery

• Deliver focused demonstrations, 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 presentations based on the 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 results for the 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 Federal Government customer requirements.
• Identify, evaluate, recommend, and execute 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

• Act as the technical authority on Collibra's security posture, including FedRAMP (Moderate), IL4/IL5 requirements, and SOC2 compliance.
• Act as a liaison between the client and internal teams on complex requirements and issues that need clarification.
• Lead complex evaluation efforts, coordinating cross-functional resources and complex testing scenarios.
• Document customer use cases and value realized, leveraging the value consulting team where relevant.
• Proactively engage with senior-level and strategically important customer/prospect representatives, influencing product-related decisions.
• Develop 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.
• 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.
• Influence 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.
• Map solutions to value across large and dynamic customers, bridging both business and technical requirements.
• Advise and support customers' technical stakeholders to accelerate Collibra adoption and value realization.
• 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

• Provide onboarding assistance for CEs and allied sales team members.
• Contribute to Customer Engineering participation in major projects and provide forward-looking technical guidance.
• Maintain expert-level product knowledge across the portfolio.
• Work internally to improve product marketing messaging and educate Sales/CEs.
• Provide 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.
• Package best practices and lessons learned into thought leadership, methodologies, and published assets to improve Customer Engineering processes.
• Support sales and marketing activities, webcasts, field enablement, and asset creation.
• Provide 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 in 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.
• Familiarity with enterprise security solutions such as LDAP or Kerberos.
• Experience working with Data Quality, Data Pipelines, Data Orchestration, and/or Job Control tools.
• Knowledge of at least two or three of the following: data governance, data stewardship, master data management, data cataloging, and business rules management.
• Experience with Collibra or comparable technologies.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges.
• A bachelor's degree or equivalent related working experience is required.
• Active security clearance (Secret/TS) required.
• Must be a U.S. citizen residing on U.S. soil, as this role supports U.S. government business.

You are:

• Exceptional in communication, presentation, and interpersonal skills, including the ability to build relationships within government entities.
• A fast learner with an aptitude for grasping complex technical concepts.
• Highly organized with strong stakeholder management skills.
• A proven collaborator and liaison across all levels and departments, with experience in 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

• Month 1: Become familiar with Collibra Public Sector and understand our customer landscape.
• Month 2: Confidently conduct discovery with customers and prospects, deliver initial product demonstrations, and present solutions aligned to customer value.
• Month 3: Become a voice for Collibra within your accounts — educating external and internal stakeholders on features, roadmap, and new use cases — and drive operational excellence in the sales process.

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.

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. 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. 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.

To apply: https://weworkremotely.com/remote-jobs/collibra-senior-customer-engineer-collibra-public-sector