Cloud Solutions Architect (Pre-Sales) - AI Cloud Infrastructure

About Our TeamJoin our Technical Success team at OpenAI, where we are dedicated to the secure and effective implementation of ChatGPT and OpenAI API applications for developers and enterprises. As trusted advisors and thought leaders, we empower our customers to unlock the full potential of our innovative models and products. In your role as a Solutions Engineer, you will drive transformative business solutions encompassing customer service enhancements, automated content generation, and pioneering applications utilizing our cutting-edge models.Role OverviewWe are looking for a dynamic Solutions Engineer to collaborate with our clients, ensuring they derive significant business value from our offerings, including ChatGPT and the OpenAI API. Your role will involve partnering with senior business stakeholders to comprehend their pre-sales requirements, guide their AI initiatives, and pinpoint the most impactful use cases and applications. You will liaise with both business and technical teams to showcase the benefits of our solutions, recommending architectural frameworks to facilitate implementation and development.This position is based in San Francisco, CA, with a hybrid work model requiring three days of in-office work per week. We also provide relocation assistance for new hires.Key ResponsibilitiesDeliver exceptional pre-sales support by offering technical expertise, articulating our value proposition, and addressing product, API, and LLM-related inquiries.Illustrate how the OpenAI APIs and ChatGPT can fulfill our customers’ business objectives and generate substantial value, including building and presenting demos, scoping use cases, recommending architectural strategies, and providing comprehensive technical guidance.Create and maintain documentation, guides, and FAQs to address common inquiries and requirements identified during the pre-sales process.Cultivate and maintain strong relationships with customers throughout the evaluation, validation, and purchasing phases.Champion customer advocacy by representing their voice internally, gathering feedback, identifying trends, and integrating insights into product development.Act as the primary resource for security and compliance inquiries, providing standard collateral, directing customers to relevant resources (e.g., trust portal), and escalating complex issues to the appropriate teams.

Why Choose Mintlify?At Mintlify, we aim to revolutionize how builders create and share documentation.Vast Reach: Our documentation platform supports over 100 million developers annually, providing solutions for more than 18,000 companies, including industry leaders such as Anthropic, Microsoft, PayPal, Spotify, Coinbase, and over 20% of the latest Y Combinator batch.Small Team, Big Impact: With a team of fewer than 50 talented individuals and backed by $22 million in funding, every new member plays a vital role in shaping our company’s future.Unique Company Culture: We prioritize learning velocity, perseverance, and embracing authentic individuality.We have outpaced our growth in value relative to headcount and are eager to balance the two swiftly.Role OverviewIn this position, you will collaborate closely with sales, engineering, product teams, and the CEO to secure our most critical deals and transform bespoke custom work into scalable, productized solutions.This position is ideally suited for someone who is hands-on and excited about building.Key ResponsibilitiesDeal Execution & Technical ValidationCollaborate with Account Executives on intricate enterprise and mid-market deals from initial discovery through to closing.Conduct thorough technical discovery to comprehend customer documentation workflows, integrations, and success criteria.Craft and develop tailored demos, prototypes, and proofs-of-concept that effectively remove obstacles and expedite decision-making.Present technical solutions to diverse audiences, ranging from front-line engineers to executive stakeholders.Technical Scoping & Risk ManagementTranslate customer needs into detailed technical specifications that the engineering team can feasibly deliver.Define custom projects with sufficient detail to inform pricing, timelines, and contract structures.Work with engineering leadership to estimate effort, evaluate feasibility, and identify potential risks early on. Recognize technical debt, integration complexities, or maintenance concerns prior to deal closure.Cross-Functional Enablement & CollaborationAct as the primary technical resource for sales teams, ensuring alignment between technical solutions and customer requirements.

Why Join Mintlify?At Mintlify, we are dedicated to empowering builders in the tech industry.Extensive Reach: Our documentation platform serves over 100 million developers annually and supports documentation for more than 18,000 companies, including notable names like Anthropic, Microsoft, PayPal, Spotify, and Coinbase.Small Team, Significant Impact: With a team of fewer than 50 individuals and $22 million in funding, every new team member has a direct influence on our growth and direction.Culture of Growth: We prioritize quick learning, resilience, and embracing unique personalities.As we continue to grow in value, we seek to align our headcount with our ambitions.Role OverviewThis Pre-Sales technical role is an integral part of Mintlify's Sales Team. Rather than performing standard demonstrations, you will be a builder, collaborating closely with Account Executives to close complex enterprise deals through scoping, prototyping, and delivering tailored technical solutions.As enterprise clients assess Mintlify, they often require additional technical validation. Your mission will be to streamline this process by translating customer needs into actionable technical solutions, creating necessary prototypes to showcase value, and supporting the sales team in securing larger, intricate deals without overburdening our core engineering team.In this position, you'll collaborate with Sales, Engineering, Product, and the CEO to land our most strategic deals and transform custom work into scalable, productized solutions.This position is for those eager to get hands-on and build innovative solutions.Key ResponsibilitiesDeal Execution & Technical ValidationCollaborate with Account Executives on complex enterprise and mid-market deals from initial discovery to final close.Conduct in-depth technical discovery to thoroughly understand customer documentation workflows, integrations, and success metrics.Design and build customized demos, prototypes, and proofs-of-concept that facilitate deal closures and expedite decision-making.Present technical solutions to diverse audiences, ranging from technical engineers to executive stakeholders.

Omni develops an AI analytics platform designed to make company data reliable and accessible. The platform combines a semantic model, shared metrics, and Git-based governance to create a context graph for enterprise use. With this foundation, users can query data in plain English, integrate AI agents, and incorporate Omni’s intelligence into daily workflows. Headquartered in San Francisco, Omni serves customers across EMEA and APAC. The company has secured $97 million in funding from investors such as Google Ventures, Snowflake, Databricks, and ICONIQ. Role overview The Senior Pre-Sales Solutions Engineer will become deeply familiar with the Omni platform, guiding customers as they explore and maximize the value of their data. This role involves working directly with a diverse client base, understanding their industries, and uncovering new use cases through practical engagement. Advocating for users and relaying insights from the field to influence product development are also central responsibilities. What you will do Collaborate with the sales team to provide technical expertise during the sales cycle, identifying and validating use cases that demonstrate Omni’s value. Build and deliver Proofs of Concept within the Omni platform, helping prospective customers work with their own data during evaluations. Facilitate smooth handoffs from trials to ongoing customer relationships by working with post-sales teams and partners to ensure continued support. Work closely with Product, Design, and Engineering teams, sharing user feedback to help shape product direction. Requirements Minimum 7 years of experience in data analytics or technical pre-sales roles. Strong SQL skills, especially for analytics work. Experience in client-facing positions and a collaborative approach with customers. Excellent consultative communication skills with both technical and non-technical stakeholders. Genuine interest in data and a desire to teach and support others. Motivation to keep learning and developing professionally. Experience with business intelligence or enterprise data analytics tools is a strong advantage. Location This role is based in Australia.

About OmniOmni is a cutting-edge business intelligence and embedded analytics platform designed to empower customers to explore, analyze, and act on their data effectively.With our headquarters in San Francisco and additional hubs across EMEA and APAC, we are supported by prominent investors such as ICONIQ Growth, Theory Ventures, First Round Capital, Redpoint Ventures, Google Ventures, Snowflake Ventures, and Databricks Ventures.About the RoleAs a Senior Pre-Sales Solutions Engineer, you will gain in-depth expertise in the Omni platform, enabling our customers to maximize their data utilization throughout its lifecycle. You will engage with organizations from various sectors, regions, and sizes. Our high-touch, forward-deployed model encourages continuous learning and discovery of new use cases and customer needs. You'll passionately advocate for our users and contribute to shaping product direction by relaying experiences and insights from the field.Your Responsibilities:Collaborate with the sales team to deliver technical expertise throughout the sales process, uncovering and validating use cases that demonstrate the Omni platform's value.Create and deliver compelling Proofs of Concept utilizing the Omni Platform during the evaluation phase and guide prospective customers on how to effectively leverage Omni with their data.Facilitate seamless transitions of trials into successful customer relationships by partnering with post-sales teams and coordinating ongoing support with our partners.Work closely with Product, Design, and Engineering teams to provide user feedback that will inform and enhance product development.Your Qualifications:7+ years of experience in data analytics or a technical pre-sales capacity.Proficient SQL skills, with a focus on analytics.Experience in client-facing roles, with a strong desire to collaborate closely with customers.Exceptional consultative communication skills, capable of engaging both technical and non-technical audiences.A genuine passion for working with data.A commitment to continuous learning and a desire to help and educate others.Prior experience with business intelligence and/or enterprise data analytics tools, preferably with modeled BI solutions like Looker.

About OmniOmni is an innovative business intelligence and embedded analytics platform dedicated to helping our customers effectively explore, understand, and leverage their data.Based in San Francisco with additional hubs in EMEA and APAC, we are supported by prominent investors such as ICONIQ Growth, Theory Ventures, First Round Capital, Redpoint Ventures, Google Ventures, Snowflake Ventures, and Databricks Ventures.About the RoleAs a Pre-Sales Solutions Engineer, you will gain in-depth knowledge of the Omni platform, equipping our clients to maximize their data usage throughout their data lifecycle. You will engage with businesses across diverse industries, regions, and sizes. Our high-touch, forward-deployed model ensures that you will continuously learn and discover new use cases and requirements. You will advocate for our users and contribute to shaping the product's future by relaying field insights and feedback.You will:Collaborate with the sales team to deliver technical expertise throughout the sales process, identifying and validating use cases that demonstrate the value of the Omni platform.Develop and present Proofs of Concept using the Omni Platform during evaluation phases, guiding potential customers on how to effectively utilize Omni with their data.Facilitate seamless transitions from trials to successful customer status by partnering with post-sales teams and coordinating with our partners to ensure ongoing support where necessary.Work closely with Product, Design, and Engineering teams to provide user feedback and influence product direction.About You3+ years of experience in data analytics or business intelligence.Proven experience in a client-facing role with a strong desire to work closely with customers.Robust SQL skills, utilizing SQL for analytical purposes.A genuine passion for working with data.A love for learning and an enthusiasm for helping and educating others.Previous experience with business intelligence and/or enterprise data analytics tools such as Looker, Tableau, PowerBI, Mode, Sisense, etc., is preferred.This position offers a hybrid work schedule, with three days per week in the office at our SF headquarters.

About Neo4j:Neo4j is the leading graph intelligence platform designed to turn vast amounts of data into actionable insights, fueling the development of next-generation intelligent applications and AI systems. By offering enterprise-ready knowledge graphs that ensure accuracy, explainability, and governance, we provide unrivaled graph capabilities that can be deployed seamlessly across diverse environments and data sources. Trusted by 84 of the Fortune 100 and backed by the largest graph community globally, we deliver intelligence that drives meaningful results.Our platform is built for versatility, enabling integration across all cloud environments to create dynamic, personalized, and autonomous AI systems. We are committed to delivering faster results and contextual knowledge that positively impacts customers and employees across various sectors.Our Vision:At Neo4j, we have consistently dedicated ourselves to helping the world derive value from data. In an era where business, society, and knowledge are increasingly interconnected, our technology fosters innovation by enabling organizations to discover and understand complex data relationships. As pioneers in the graph database space, we are redefining how businesses leverage their data to remain competitive and drive innovation.As a Senior Solution Engineer at Neo4j, you will be a vital contributor to our success. Working within our regional go-to-market team, you will collaborate closely with our sales executives and engage with clients to demonstrate how the Neo4j Graph Intelligence Platform can effectively address their critical business challenges. You will play a hands-on role during the client evaluation process, providing advisory support throughout their journey to realizing value. Our Solution Engineers engage with organizations across various industries, including Financial Services, Telecommunications, Technology, and Life Sciences, helping them to understand the business and technical advantages of utilizing Neo4j's graph database and analytics technology. You will have the opportunity to evolve into a thought leader in graph technology and tackle high-value challenges that extend beyond traditional data solutions.Required Locations:Bay Area/Southern CaliforniaWe will also consider: Seattle, Denver & Phoenix

About WRITERWRITER empowers leading enterprises to harness AI-driven productivity. Our mission is to enhance human capabilities through advanced superintelligence. We are demonstrating this potential with reliable AI solutions that integrate IT and business teams, fostering transformation across organizations. With our comprehensive platform, numerous companies, including Mars, Marriott, Uber, and Vanguard, are developing and implementing AI agents rooted in their proprietary data and powered by WRITER's enterprise-grade LLMs. With a valuation of $1.9B and support from top-tier investors such as Premji Invest, Radical Ventures, and ICONIQ Growth, WRITER is firmly establishing itself as a frontrunner in the realm of enterprise generative AI.Since our inception in 2020, with offices in San Francisco, New York City, Austin, Chicago, and London, we are driven by a vision to innovate and accelerate. We are inviting talented, dedicated builders and innovators to join us in revolutionizing the future of work through AI. About the RoleAt WRITER, our growth is intrinsically linked to empowering our users to produce superior content rapidly and at an unparalleled scale. As a Strategic Solutions Architect, you will play a crucial role in this initiative, collaborating with our most significant and strategic prospects to identify, validate, and create innovative generative AI solutions that deliver substantial business value. Your role transcends mere product sales; it involves a deep comprehension of intricate enterprise requirements and constructing a future where AI reshapes our customers' operations. You will be pivotal in determining how leading global companies adopt and scale AI, having a tangible impact on their success and WRITER’s ongoing leadership in the enterprise generative AI domain.This is a full-time, hybrid position based in our San Francisco office. You will report directly to the VP of Solutions Architecture.‍ What You'll DoLead strategic technical discovery sessions with Fortune 500 prospects and clients, translating complex business challenges into actionable, impactful technical solutions for AI-powered initiatives.Design and architect scalable, robust, and secure generative AI solutions tailored for enterprise clients, leveraging WRITER's platform, APIs, and customized applications to address critical business needs.Oversee the creation and implementation of persuasive proofs of concept (PoCs) and demonstrations, developing custom templates and integrating WRITER's capabilities to highlight transformative value.

Anrok builds an AI-powered tax automation platform designed to help businesses manage compliance as they scale globally. The platform integrates with billing and payment systems to automate tax monitoring, calculations, and filing, covering complex regulations across municipal, state, and federal levels. Anrok serves a wide range of clients, including 40% of the top 50 AI companies and 20% of the top 100 Cloud companies recognized by Forbes, as well as organizations like Notion, Anthropic, and Cursor. The company is backed by over $50 million from investors such as Sequoia, Index, and Khosla Ventures. Role overview The Solutions Engineer - Pre Sales role in San Francisco focuses on supporting revenue growth by guiding strategic customers through technical integrations. This position works closely with sales, product, and engineering teams to help close deals and ensure smooth implementations. The role requires deep understanding of Anrok’s API, quote-to-cash workflows, and expertise in sales tax compliance and third-party billing integrations such as Stripe and NetSuite. What you will do Assist customers with complex technical integrations during the pre-sales process Collaborate with Sales, Activation, and Product/Engineering teams to connect technical solutions with business goals Develop expertise in Anrok’s API and the sales tax compliance landscape Support the adoption of third-party billing integrations Requirements Ability to work cross-functionally with sales, product, and engineering Technical proficiency with APIs and billing integrations (such as Stripe, NetSuite, and similar platforms) Strong communication skills to translate technical details into business value

Role Overview Deepgram is hiring a Pre-Sales Solutions Engineer to support clients and showcase voice recognition technology. This remote position is open to candidates based in the USA, including San Francisco, CA. What You Will Do Engage with prospective clients to understand their technical and business needs Demonstrate Deepgram’s voice recognition solutions and explain their value Work closely with sales and engineering teams to tailor solutions for each client Help guide clients through the pre-sales process by answering questions and addressing concerns Who We’re Looking For Technical expertise in relevant fields Strong communication and problem-solving skills Interest in voice recognition technology Comfort working with both clients and internal teams Location This is a remote role within the USA. Candidates in San Francisco, CA are welcome.

About WorkOS At WorkOS, we specialize in creating cutting-edge developer tools and APIs that empower businesses to achieve Enterprise Readiness with ease. Our platform facilitates essential functions like authentication, identity management, and authorization—key infrastructure that enables developers to securely scale their products for large organizations.Recently, we secured $100 million in Series C funding, elevating our company valuation to $2 billion, with investments from Meritech, Sapphire, Greenoaks, Craft, Abstract, and Audacious. Our solutions are trusted by some of the fastest-growing AI firms, including OpenAI, Cursor, Perplexity, Vercel, and Plaid.As AI transforms the software landscape, WorkOS is at the forefront of Human and Agent Authentication, Identity, and Access Control, helping companies navigate critical questions about their operations: who are your agents, and what are their permissions? Our rapidly expanding customer base includes hundreds of innovative software companies developing the next generation of enterprise-ready products.Role OverviewIn the position of Forward Deployed Engineer at WorkOS, you will operate at the dynamic intersection of engineering, product development, and sales, collaborating directly with clients to address genuine challenges and enhance their journey towards value realization.This role is ideal for engineers or solutions engineers who possess robust technical skills, exceptional communication abilities, and a strong sense of initiative. While engaging with customers, you will also be responsible for developing prototypes, integrations, demonstrations, and practical solutions that facilitate adoption and growth.Key Responsibilities Engage directly with customers to architect and implement tailored solutions utilizing WorkOS products.Take ownership of technical outcomes throughout the entire process: from discovery and architecture to implementation, iteration, and handoff.Lead product demonstrations and proof-of-concept initiatives.Proactively identify obstacles, propose actionable solutions, and maintain momentum autonomously.Collaborate with Account Executives to assist in product evaluations and expansions.Provide structured feedback to Engineering and Product teams to enhance the platform based on real-world application.Required QualificationsStrong technical foundation with experience in building across APIs and web technology stacks.Previous experience in a pre-sales capacity.Demonstrated ability to communicate effectively with both customers and internal teams.High level of initiative: you should be adept at identifying and resolving issues independently (provide examples of initiatives led from inception to completion).Experience in developing integrations or solutions that enhance user adoption.

About DustAt Dust, we are pioneering a revolutionary AI operating system designed to transform organizational workflows and redefine how teams collaborate. Our mission is to empower every employee to tailor AI agents that enhance their productivity and streamline operations.With over 70% of our users active weekly, Dust has become an integral part of daily work routines, much like Slack and Notion. We are on a remarkable growth trajectory, serving esteemed clients such as Cursor, Clay, Whatnot, and Persona, and we aim to quintuple our growth by the end of 2026.Backed by Sequoia Capital, Dust boasts a dedicated team of innovators with backgrounds from industry leaders like Stripe and OpenAI. We prioritize user-centric solutions, swift execution, and a fun workplace culture.Your RoleAs the AI Deployment Strategist in our Pre-Sales team, you will act as the technical liaison between Sales and potential clients, illustrating how our AI operating system can revolutionize their operations. You will collaborate with prospects to identify impactful use cases, deliver compelling technical demonstrations, and oversee evaluations from initial discussions to successful pilot implementations.Your collaboration with Sales, Customer Success, and Product & Engineering teams will ensure that every interaction emphasizes value and sets the stage for lasting customer success.

Join Samsara as a Partner Solutions Sales Engineer, where you will leverage your technical skills to support our strategic partners. In this remote position, you will work closely with our sales team to provide technical expertise and drive customer success by delivering tailored solutions that meet clients' needs.

About DecagonAt Decagon, we are at the forefront of the conversational AI revolution, empowering brands to elevate their customer experiences to new heights.Our cutting-edge technology is trusted by industry leaders such as Avis Budget Group, Block’s Cash App and Square, Chime, Oura Health, and Hunter Douglas, enabling them to deploy AI agents that offer personalized and rewarding interactions across multiple channels, including voice, chat, email, SMS, and more.We envision a future where customer experiences are transformed from impersonal support tickets and hold music to swift resolutions, engaging conversations, and meaningful relationships. Our mission is supported by renowned investors like a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, among others.As an in-office company, we are united by our commitment to excellence and rapid execution. Our core values—Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle—guide our collaborative efforts and growth.About the RoleDecagon is seeking a dynamic Director of Solutions Engineering to spearhead our expanding pre-sales solutions engineering team. This pivotal role merges technical expertise, enterprise-level consultative engagement, and strong leadership to drive the adoption of our AI-native platform within some of the world's most intricate enterprises.As the leader of the Solutions Engineering team, you will be responsible for recruiting, mentoring, and nurturing a high-performing team of Solutions Architects. You will establish scalable processes and best practices for pre-sales engagements, ensure technical excellence in customer interactions, and serve as a senior technical representative for Decagon on critical opportunities.This position is highly collaborative; you will work closely with Sales, Product, and Engineering teams to craft strategies that align technical capabilities with customer needs. Your strong executive presence will be instrumental in guiding both technical and business stakeholders on how Decagon’s solutions seamlessly integrate into their technology ecosystems and deliver tangible business value.In this role, you will:Recruit, mentor, and lead a team of Solutions Architects, offering technical guidance, coaching, and career development.Develop and implement best practices for pre-sales solutioning, proof-of-concepts, and technical validation.Collaborate with Sales leadership to co-create go-to-market strategies that resonate with clients.

We are seeking a seasoned Solutions Architect with a strong pre-sales background to join our team at Databricks, focusing on the Retail and Consumer Packaged Goods (CPG) sectors. This role involves collaborating closely with Account Executives to define and implement technical strategies for our most significant clients, helping them leverage data-driven solutions to enhance their operations through Machine Learning (ML) and Artificial Intelligence (AI).Your expertise in value-based selling, technical account management, and leadership will be vital in driving the successful adoption of our products. You will guide a select number of clients on their transformational journey, ensuring they fully integrate Databricks into their strategies while fostering a community of technical champions within their organizations.

Join dust as a Founding Solutions Engineer in our Post-Sales team, where you will play a pivotal role in shaping our customer experience and driving product success. You will collaborate closely with clients to understand their needs, provide tailored solutions, and ensure the seamless integration of our innovative technology into their operations. As a key member of our team, you will leverage your technical expertise to deliver exceptional service and support, fostering lasting relationships with clients. Your insights will also contribute to product enhancement, helping us to continually refine our offerings based on real-world usage and feedback.

Join Us at Mintlify!At Mintlify, we're dedicated to empowering creators and innovators.Extensive Reach: Our documentation platform caters to over 100 million developers annually and supports more than 18,000 businesses, including industry leaders like Anthropic, Microsoft, PayPal, Spotify, and Coinbase.Small Team, Big Impact: With fewer than 50 team members and $22 million in funding, each new hire plays a crucial role in shaping our journey.A Culture of Growth: We prioritize rapid learning, resilience, and embracing individuality.As we've expanded in value, we're now looking to quickly align our growth with our headcount.Your Role and ResponsibilitiesManage High-Volume Migrations: Oversee 6+ migrations weekly for SMB and Mid-Market clients, acting as the technical leader from initiation to go-live (10-12 day cycles).Oversee Offshore Migration Team: Dedicate 60% of your time to coordinating with our overseas partners—assigning tasks, conducting quality checks, and ensuring deliverables align with Mintlify standards.Support Fast-Growing Accounts: Allocate 40% of your time to high-potential clients through dedicated Slack channels—providing technical assistance, prioritizing feature requests, and facilitating onboarding for expanded use cases.Technical Execution: Resolve migration issues, create custom scripts, and devise technical solutions when complexity demands direct engineering involvement.Client Communication: Maintain proactive communication throughout migrations (30% of your time), setting expectations, providing updates, and instilling confidence in the process.Collaborate with Engineering: Work alongside product and engineering teams (10% of your time) to prioritize and deliver essential features or fixes that enhance customer success at scale.Develop Customer Health Infrastructure: Partner with the Head of Post-Sales/CS to design and implement CRM tracking systems, customer health score models, and operational dashboards for the scaled segment.Analyze Product Metrics: Monitor adoption rates, feature usage, and migration metrics to drive continuous improvement.

Join Databricks as a Solutions Architect specializing in the Retail sector, where you'll leverage your extensive experience in pre-sales to empower large enterprises in their journey towards becoming more data-driven. In collaboration with our Account Executives, you will craft and execute the technical strategy for our most significant accounts, driving the adoption of machine learning and artificial intelligence technologies. Your strong background in value selling, technical account management, and leadership will be pivotal in maximizing our clients' success. As part of a dynamic team, you will work alongside technical experts who will assist in building proofs of concept and showcasing the capabilities of Databricks products. A solid understanding of ML and AI applications relevant to the Retail and Consumer Packaged Goods (CPG) sectors is essential.

Join Cribl as a Sales Engineer, where your expertise will help enterprises maximize their data management solutions. As a pivotal member of our sales team, you will engage with clients, demonstrating our innovative products and tailoring solutions to meet their specific needs. Your technical acumen, combined with your passion for sales, will drive success for our clients and for Cribl alike.