Solutions Engineer at Lakera | London

Our MissionAt Omnea, we are transforming the way enterprise businesses function, beginning with one of their most challenging areas: procurement. A single purchase can often take months, generating over 50 emails and involving Finance, Legal, Security, and IT departments just to gain approval.We have successfully raised $75M from esteemed investors like Khosla Ventures, Insight Partners, and Accel to address these challenges. Our innovative AI-driven platform connects every stakeholder, step, and system to ensure that the purchasing process is swift, secure, and streamlined—offering a unified platform for requests, automated approvals and renewals, real-time supplier risk assessment, and comprehensive spend visibility.With a market potential exceeding $7B, our growth trajectory demonstrates the vast opportunity at hand: we have achieved a tenfold increase in ARR, reaching double-digit millions in just 18 months, and are trusted by leading global enterprises such as Spotify, MongoDB, Monzo, and Albertsons. We are proud to be recognized as the 4th fastest-growing startup in Europe.Our team has a proven track record scaling Tessian, a cybersecurity tech company backed by Sequoia, Balderton, and Accel, which was acquired post-Series C. Our diverse team consists of former founders and operators who have successfully grown unicorns, launched top-tier products, and executed at the highest levels. You'll collaborate with industry leaders such as Ben, Abs, Sabrina, and Rebe.What We're Looking ForWe are on the lookout for a technically proficient and client-focused Solutions Engineer to join our dynamic team. This position is ideal for an individual who is motivated to take ownership within a pre-sales role, acting as the primary technical consultant to potential clients.In this pivotal role, you will be instrumental in tailoring customer solutions, aligning our platform to address unique requirements, and ensuring a seamless transition to our Customer Success team. Your contributions will significantly influence the success of deals, encompassing activities such as conducting technical discovery sessions, creating custom demos/Proofs of Concept (PoCs), troubleshooting, and responding to technical inquiries. This collaborative position requires a blend of technical knowledge and finance/procurement insight, complemented by a customer-centric approach.

The RoleAs a Solutions Engineer, you will serve as a pivotal link between customer requirements and technical implementation in enterprise agreements. Your role involves translating intricate demands into practical, high-impact solutions, ensuring that every proof of concept is not only precise but also scalable and positioned for ultimate success.Collaborating closely with Account Executives, Product, and Engineering teams, you will tackle technical inquiries, resolve complex challenges, and design solutions that deliver significant value to our clients. With constant feature releases at Kernel, you will remain at the forefront of client needs and the latest market innovations.What You’ll Be Doing:Collaborating with Account Executives in late-stage sales cycles as the technical authority.Executing and delivering high-quality proofs of concept within established timelines.Leading and overseeing the complete implementation cycle from initiation to go-live.Designing, building, and deploying tailored AI agents using Kernel’s tools.Acting as a trusted advisor for a diverse client portfolio.Providing constructive feedback to the Product team to foster continuous improvement and iteration.What You Bring:3–5 years of experience in a client-facing analytical or technical role, such as Solutions Engineering, Technical Account Management, or Consulting.Strong technical proficiency (APIs, JavaScript, etc.) and a solid understanding of data systems.Exceptional analytical and problem-solving skills, with meticulous attention to detail.Adept at navigating ambiguous situations and creatively addressing technical challenges.Experience in fast-paced, startup environments.Ability to manage multiple client engagements and projects simultaneously.Excellent communication skills and the ability to cultivate trusted relationships with customers.Willingness to occasionally work extended hours to support US-based clients.Nice to have, but not required:Experience with AI products or relevant use cases.Familiarity with RevOps workflows and systems, including CRMs and associated tools.

About AntithesisAt Antithesis, we are transforming the landscape of modern distributed systems testing and deployment. Our innovative platform is trusted by engineering teams that prioritize unwavering reliability, scalable performance, and intricate technical insights. We don’t just ensure system correctness and reliability; we exist because developers need a superior solution. If you’ve faced the frustration of production outages, endured challenging on-call weeks, or experienced release delays due to critical bugs, you’ll resonate with our mission. If you're driven by a passion for developer-centric products, system resilience, and accuracy, we want to hear from you.About the RoleWe seek an innovative thinker who thrives in challenging environments and isn’t afraid to disrupt the norm. As a Solutions Engineer, you will deploy the powerful tools and technologies from the Antithesis platform to identify bugs and challenge our customers’ software. You will effectively communicate and persuade potential customers about the revolutionary approach to software testing and reliability that Antithesis embodies.What You'll DoLead Proof-of-Concept (POC) initiatives to showcase the value of Antithesis products to prospective customers.Engage in onboarding processes for new customers.Provide technical support to the sales team through qualifications and consultations.Facilitate workshops for customers focusing on Property-based Testing (PBT) and other relevant topics.Identify bugs and evaluate open-source software.Establish thought leadership in testing complex systems.Create, maintain, and present product demonstrations.Guide customers and prospects in utilizing the Antithesis platform and its testing methodologies.Who You AreTechnically adept and curious about technology trends.Eager for new challenges and opportunities.Keen to learn and adopt emerging technologies.Resilient under tight deadlines and high-pressure scenarios.Excellent communicator, both in writing and verbally.Collaborative team player, able to work effectively with a small, skilled team.Professional yet adaptable, comfortable in a fast-paced environment.

OPSWAT is a leading global provider of cybersecurity solutions for IT, OT, and ICS critical infrastructure. Our end-to-end platform empowers public and private sector organizations to safeguard their complex networks, secure their devices, and maintain compliance. With over 20 years of dedication to technological innovation, we have earned the trust of more than 1,700 global organizations, governments, and institutions, solidifying our commitment to protecting the world's critical infrastructure.The Role:As a Solution Engineer, you will be the primary technical resource for our regional sales team in Italy, playing a crucial role in identifying customer challenges and aligning our solutions with their needs. You will demonstrate our products, convey our vision, and act as a trusted advisor to our clients while advancing the sales process.You will also collaborate closely with the engineering team to influence product direction. The ideal candidate has a proven background in corporate sales and a successful history of supporting large, complex enterprise sales.Key Responsibilities:Collaborate with the OPSWAT sales team and partners to develop enterprise business.Manage customer expectations and facilitate solution adoption.Enhance customer confidence and awareness of our products.Prepare and deliver comprehensive responses to industry RFPs.Train and certify resellers and partners.Present at industry conferences and seminars.Support proof of concepts, implementations, and installs to meet customer demands.

About UsAt TwelveLabs, we are at the forefront of developing innovative multimodal foundation models that enable video comprehension akin to human understanding. Our transformative models have set new benchmarks in video-language integration, enhancing our ability to intuitively analyze and interact with diverse media formats.With an impressive $107 million in Seed and Series A funding, we are supported by elite venture capital firms including NVIDIA's NVentures, NEA, Radical Ventures, and Index Ventures, along with influential AI pioneers like Fei-Fei Li, Silvio Savarese, and Alexandr Wang. Our headquarters are located in San Francisco, complemented by a significant presence in the APAC region through our office in Seoul, which emphasizes our dedication to global innovation.We pride ourselves on being a global company that celebrates the individuality of each team member. The diverse cultural, educational, and life experiences within our workforce empower us to constantly challenge conventional thinking. We seek passionate individuals who resonate with our mission and are eager to make a meaningful impact as we redefine the future of technology in video understanding and multimodal AI.About Our TeamThe Field Engineering team plays a crucial role in ensuring the seamless and effective implementation of TwelveLabs' video understanding APIs for developers and enterprises. We serve as trusted advisors and thought partners to our clients, helping them unlock the full potential of our multimodal foundation models and products.The Solutions team, a vital part of Field Engineering, is dedicated to expediting the sales process for high-potential prospects and clients. Collaborating closely with the Sales team, we communicate technical benefits, design impactful proof-of-concepts, and illustrate how our platform addresses key business challenges.About the RoleWe are looking for a Solutions Engineer who will assist prospects in discovering and validating the transformative capabilities of video AI. As a technical expert throughout the sales cycle, you will collaborate with Account Executives to assess opportunities, define use cases, design and conduct proof-of-concepts, and showcase the business value of our multimodal foundation models.Your role will involve providing technical guidance throughout the sales journey while working in tandem with Sales, Product, Partnerships, and Engineering teams. This position is highly autonomous and requires creativity, thriving in an unstructured, fast-paced environment.This role is remote.

About SanaSana is a pioneering AI lab dedicated to creating superintelligence for the workplace. We believe that organizations can achieve their goals more efficiently when individuals can effortlessly access knowledge, automate repetitive tasks, and learn anything with the support of advanced AI. As part of Workday, our mission is to develop AI solutions that enhance human capabilities.About the RoleAs a Solutions Engineer, you will be crucial in connecting our product development teams with clients. You will collaborate with innovative organizations to design, validate, and deploy transformative solutions across our two primary offerings: Sana Agents and Sana Learn. In the Sana Agents domain, your focus will be on operationalizing agentic AI by integrating systems, designing workflows, and showcasing how intelligent agents can navigate and utilize a company’s tools and knowledge base. In the Sana Learn area, you will partner with L&D, HR, and business leaders to build modern learning ecosystems, from AI-driven authoring tools to robust learning programs, analytics, and integrations.As our client base and user adoption grow, your role will evolve to include mentoring new solution engineers, scaling your implemented solutions, and refining the playbooks necessary for the successful deployment of Sana solutions.What You’ll DoBecome an expert in our products and provide essential technical support during pre-sales and implementation, ensuring timely and accurate resolution of client inquiries.Engage with technical stakeholders, particularly in large enterprises, to build trust by demonstrating deep technical understanding of Sana’s products, integration ecosystems, generative AI, and enterprise security.Collaborate with product managers and engineers to remain informed on product advancements and ensure effective inter-team communication.Resolve complex technical challenges during sales and deployment, ensuring effective and efficient solution implementation.Identify and implement enhancements to optimize sales and deployment processes.

At Taktile, we are revolutionizing the way financial institutions utilize AI for critical decision-making processes. As we rapidly expand our enterprise client base across the financial services sector, we are in search of a dedicated Senior Solutions Engineer to enrich our pre-sales team. In this role, you will showcase the transformative power of AI-driven decision-making to premier financial institutions worldwide.As a Senior Solutions Engineer specializing in enterprise pre-sales, you will serve as the technical liaison between our potential clients and our innovative AI-powered decisioning platform. Collaborating closely with the Sales Team, you will design AI solutions tailored for the most forward-thinking financial organizations. Your primary objective will be to secure technical victories by illustrating how Taktile employs Generative AI and advanced machine learning to navigate intricate challenges related to credit, risk, and fraud. You will become a trusted advisor to our clients, guiding them to achieve their strategic objectives and derive significant value from integrating Taktile into their decision-making technology stack.If you are passionate about cutting-edge technology, keep abreast of the latest advancements in AI, and have several years of practical experience with Python, APIs, and modern AI models in customer-facing contexts—while also thriving within a dynamic team that supports your growth—then this opportunity is for you!

Join the Team at incident.ioAt incident.io, we are revolutionizing incident response through our cutting-edge AI platform designed to empower teams to significantly enhance their response times and operational reliability. Our integrated solution combines on-call management, incident response, AI-driven Site Reliability Engineering (SRE), and status pages, equipping teams with the necessary tools to react swiftly, minimize downtime, and keep customers informed.Since our inception in 2021, we have partnered with over 1,500 organizations, including renowned names like Netflix, Airbnb, and Block, managing upwards of 500,000 incidents. Every month, our platform serves tens of thousands of responders from Engineering, Product, and Support, helping them restore services promptly, maintain alignment under pressure, and focus on what truly matters.As a rapidly expanding and ambitious team, we prioritize our customers, product excellence, and the magic of our solutions. Our growth has been supported by an impressive $100M investment from Index Ventures, Insight Partners, and Point Nine, alongside contributions from industry-leading founders and executives.Your RoleAs a Senior Solutions Engineer, you will serve as the vital link between our state-of-the-art product and the distinct needs of our clients. With your technical expertise and profound understanding of the incident.io platform, you will collaborate closely with our Account Executives to unveil the full capabilities of our solutions.This dynamic role involves simplifying complex technical ideas into clear business advantages, guiding prospects through comprehensive product assessments, and creating bespoke solutions. Whether you are spearheading proof of concepts, tackling intricate integration challenges, or providing essential market insights to refine our product roadmap, your contributions will be critical in advancing intricate deals and guaranteeing customer satisfaction from the outset.

About ITRSITRS Group Limited is honored to be recognized as a Great Place to Work, providing cutting-edge enterprise SaaS solutions. Our esteemed clientele includes 90% of the world's leading investment banks, a testament to our excellence and reliability in the industry. With strong backing from prominent private equity investors, we are on a fast-paced growth trajectory.Our headquarters is located in Shoreditch, London's vibrant tech sector, with additional offices spread across the UK and internationally, from the Netherlands to Manila, New York City, and Florida. We take pride in fostering a diverse, friendly, and dynamic workplace culture, emphasizing internal promotions and the continuous development of our team members.Scope of RoleWe are seeking a seasoned Customer Solutions Engineer to join our team. In this role, you will play a vital part in propelling our sales initiatives forward.Reporting to the Global Head of Customer Engineering within the Customer Solutions and Success team, you will operate at the intersection of Sales, Marketing, Product, and Engineering to assist our Sales Executives in achieving their annual sales goals. This involves delivering technical presentations and product demonstrations to potential clients, facilitating technical workshops to ascertain requirements, and implementing our solutions as part of Proof of Concepts.Key Responsibilities: Develop a comprehensive understanding of our products and technologies. Lead presentations, demonstrations, and discussions with CXO and VP-level stakeholders within major enterprise accounts. Analyze and translate client requirements into practical solutions. Support the sales team throughout the sales cycle as a technology and product expert. Execute Proof of Concept projects to build client confidence and secure acceptance, coordinating logistics with all partners. Respond professionally to customer RFPs/RFIs. Position our technology competitively in the market. Represent our products, corporate values, and brand at customer interactions and industry events such as conferences and seminars. Propose innovative solutions to overcome technical challenges encountered during the sales process. Conduct Technical Account Management (TAM) for key accounts. Travel regionally for client meetings, marketing events, and Proof of Concepts.

Starling Bank stands as the UK’s pioneering digital bank, dedicated to transforming the banking experience for over 4 million customers across the nation. With a vibrant team of more than 3,000 professionals based in our UK offices, we are committed to leveraging technology to empower individuals to save, spend, and manage their finances in revolutionary ways. Introducing... Engine by Starling.Engine by Starling, our software-as-a-service (SaaS) platform, originated from the technology that powers Starling Bank, and has since evolved into a separate entity. Our mission is to collaborate with ambitious banks globally to help them build rapidly growing businesses utilizing our innovative technology.This SaaS technology platform offers banks and financial institutions worldwide access to cutting-edge digital features and streamlined back-office processes, contributing to Starling's remarkable success.At Engine by Starling, we place our technologists at the core of our operations, fostering a dynamic environment focused on innovation, creativity, and disruptive technology that keeps us at the forefront of the fintech landscape. We embrace a flat organizational structure that empowers you to make impactful decisions, regardless of your primary role. Collaboration and support are embedded in our open culture, ensuring that you are never alone in your endeavors.Thriving at Engine requires a self-motivated individual with a strong sense of ownership, whether you're building, designing, or sharing knowledge with your colleagues. Our commitment to efficiency and productivity is paramount to delivering exceptional results for our customers, guided by our core values: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.Hybrid WorkingWe adopt a Hybrid working model, ideally situated within a reasonable commuting distance from our London office to facilitate in-person collaboration.About the RoleAs a Solution Architect (SA), you will utilize your expertise in Engine's technology and architecture to articulate the Engine product, identify client requirements, and contribute to the design of tailored solutions.Your involvement will span both the sales and delivery phases of projects, as well as ongoing client success, working alongside teams from Technology, Delivery, Product, Client Success, and Business Development.We are looking for a proactive individual capable of thriving in a fast-paced environment, ready to engage with clients and deliver outstanding technological solutions.

About Square Square, part of Block, Inc., began in 2009 and has grown with the changing commerce landscape. The company helps individuals and businesses accept payments and improve sales through integrated software and hardware solutions. What Square Offers Omnichannel tools for online and in-person sales Inventory management Buy now, pay later options Appointment scheduling Customer engagement features Staff management tools Financial services at the point of sale, including business loans and cash flow management Through a partnership with Afterpay, Square helps sellers attract new customers and increase order values, supporting growth at every stage. Who Square Serves Square works with a wide range of sellers, from large enterprises with complex needs to new businesses starting out. As sellers grow, Square’s solutions adapt to meet their changing requirements. Commitment Square is focused on building a sustainable business and supporting sellers around the world as they pursue their goals.

Who We AreVerkada is revolutionizing the way organizations safeguard their people and properties through an integrated, AI-driven platform. As a frontrunner in cloud-based physical security, Verkada empowers organizations to enhance safety and operational efficiency with a unified software platform that encompasses video security, access control, air quality sensors, alarms, intercoms, and visitor management.With over 30,000 organizations globally, including more than 100 Fortune 500 companies, Verkada is trusted as the physical security layer, facilitating easier management, intelligent control, and scalable solutions. Established in 2016, Verkada has experienced rapid growth, boasting 15 offices and over 2,200 full-time employees.About The RoleThe Solutions Engineering team is on the lookout for a dynamic SE leader to join our EMEA headquarters in London, UK. The Solutions Engineering Manager will be tasked with leading and nurturing a high-performing Solutions Engineering team across Europe. The ideal candidate will be a proven technical leader, thriving in a fast-paced environment, exhibiting high motivation, entrepreneurial spirit, and exceptional follow-up skills. This position requires on-site presence at our EMEA HQ in London, UK, five days a week.What You'll DoPeople Leader: Recruit, develop, and lead an inclusive, engaged, and high-performing Solutions Engineering team across select territories.Technical Leader: Act as a technical coach, mentor, and problem solver, assisting with technical escalations and navigating complex solutions.Builder: Identify gaps, demonstrate initiative, and take ownership in developing programs and processes to support the Solutions Engineering team.Connector: Collaborate cross-functionally to drive improvements and enhance communication and collaboration across departments such as sales, product, support, enablement, and marketing.Career Champion: Foster and elevate the team’s skillset through coaching, mentoring, and enablement initiatives.Travel Requirement: Up to 25% travel may be necessary.

About UsVerkada is at the forefront of revolutionizing how organizations ensure the safety of their people and property through our integrated, AI-driven platform. As a premier provider of cloud-based physical security, Verkada empowers businesses to enhance safety and operational efficiency via a unified software solution that encompasses video surveillance, access control, air quality monitoring, alarm systems, intercoms, and visitor management. With over 30,000 customers globally, including more than 100 Fortune 500 companies, Verkada is trusted as a vital layer of physical security for streamlined management, intelligent oversight, and scalable implementations. Established in 2016, we have rapidly expanded to 15 offices and employ over 2,200 dedicated professionals worldwide.Role OverviewWe are on the lookout for an Enterprise Solutions Engineer based in the London area, possessing deep expertise in Cloud Security, IoT Systems, Networking, Linux systems, Security Surveillance, and Access Control. This role will involve close collaboration with territory account executives to broaden Verkada's presence within key UK accounts. Key responsibilities include engaging with customers and partners throughout the sales cycle, addressing technical challenges, guiding customers in deploying Verkada solutions, and providing technical support to account representatives. The ideal candidate will demonstrate high motivation, quick adaptability, and the ability to work autonomously, driving significant outcomes for the company.

About DotfileAt Dotfile, we are committed to revolutionizing financial innovation by simplifying compliance. Our cutting-edge platform enables financial institutions to verify their business customers globally in just seconds. With our comprehensive KYB solution, clients can automate onboarding processes, minimize risks, and accelerate the launch of new markets and products.In an era where businesses face increasingly intricate regulatory demands, choosing between outdated software or creating custom compliance solutions is no longer viable. We believe in a better alternative: realizing our vision for a modern Operating System for Compliance.Founded in late 2021 as a SaaS startup from the renowned startup studio eFounders (now Hexa), Dotfile has quickly emerged as one of the fastest-growing KYB players in Europe, proudly serving clients across eight countries, including leading fintech unicorns.With recent funding of $6M from Seaya Capital, our total investment has surpassed $9M. Our notable investors include Serena Capital, Kima Ventures, and top fintech operators. We are a passionate team of 15, primarily located in Paris, dedicated to developing exceptional software at an impressive pace while collaborating closely with our customers to address their most significant challenges.

About Smart Working Solutions Smart Working Solutions connects leading companies with skilled, AI-focused tech talent worldwide. The team supports clients and candidates throughout the hiring process, helping build strong, lasting relationships. The company’s mission centers on making talent accessible as a service, so everyone involved benefits from the right match. Why This Role Matters Improves workforce efficiency on a global scale Drives innovation and strengthens competitive advantage Expands access to quality jobs and supports equality Creates positive impacts for families through meaningful work Belief that outstanding teams produce exceptional results How We Work Smart Working Solutions assembles remote engineering teams quickly and reliably. As a growing scale-up, the company combines advanced technology with human insight to solve hiring challenges for clients around the world. Role Overview: Sales Manager (London) The Sales Manager will focus on bringing in new clients, managing the sales process from first contact through to closing, and turning qualified leads into long-term partnerships. This position is central to the company’s growth strategy and revenue goals. What You Will Do Identify and secure new business opportunities Manage the full sales cycle from prospecting to deal closure Build and nurture relationships with senior decision-makers Develop expertise in the remote tech talent sector Location London

Role overview Unily is expanding in the enterprise Employee Experience sector and seeks a Senior Solutions Engineer based in London. This role supports complex enterprise sales efforts across the EMEA region, working closely with internal teams and prospective clients. What you will do Collaborate with Account Executives to identify and pursue high-value opportunities, guiding prospects through complex buying decisions. Blend strategic insight with technical expertise to shape solution strategies and communicate the benefits of transformation initiatives. Act as a trusted advisor throughout the sales process, helping clients understand how Unily addresses their current needs. Lead product demonstrations, workshops, and proofs of concept that highlight business value and outcomes. Requirements Significant experience managing complex, multi-stakeholder enterprise deals within the EMEA region. Strong skills in clarifying intricate sales processes and building trust with both prospects and clients. Comfortable working alongside technical and commercial teams. This position suits someone who brings structure to ambiguity and communicates both the strategy and technical aspects of Unily’s solutions.

At Appian, our core values of Intensity and Excellence are the foundation of our culture. We set ambitious goals and strive to achieve them, ensuring that everything we do is characterized by quality and attention to detail. We tackle every challenge with determination and a commitment to accountability, working collectively to deliver exceptional outcomes. By joining Appian, you become part of a dynamic team devoted to tackling complex challenges together.As a member of Appian, you will be at the forefront of a next-generation presales organization that is revolutionizing enterprise automation. You will play a crucial role in building and scaling high-performing teams, driving impactful business outcomes through focused execution, and mentoring future leaders in solution consulting.In your role as an Associate Solutions Consultant, you will engage actively in the technology evaluation phase of the sales process, collaborating with the sales team as a technical advisor and product specialist. Leveraging your technical skills, creativity, and business insight, you will showcase the value of Appian’s platform to current and potential customers. You will partner with internal teams to strategize sales efforts within targeted accounts and foster strong customer relationships.This position is based at our headquarters in McLean, Virginia. Appian values face-to-face collaboration, viewing it as a vital component for our success. Employees in this role are expected to be in the office 4-5 days a week to nurture our collaborative culture and celebrate our achievements as a team.

Join our dynamic team at Linear as a Solutions Engineer based in Europe. In this role, you will be instrumental in providing technical solutions and support to our clients, ensuring they maximize the value of our innovative software products. You will collaborate with cross-functional teams to understand customer requirements and deliver tailored solutions that meet their needs.As a Solutions Engineer, you will engage with clients through various stages of the implementation process, offering expert guidance and technical support. Your ability to communicate complex concepts clearly will be vital to building strong relationships with our clients.

Join Avaloq’s dynamic Solution Consulting team, where collaboration with sales and key account managers plays a crucial role in achieving ambitious regional goals through a consultative selling approach. By stepping into our customers’ shoes, we deeply understand their challenges and present tailored solutions effectively. You will manage sales cases from a solution perspective, ensuring our clients receive the best possible support.This is an exceptional opportunity to work with our customers throughout their entire journey with Avaloq, from the initial contact to the implementation and delivery of our innovative products. This role offers fantastic exposure to some of the world's leading banking brands.Drive the acquisition of new Avaloq customers while identifying upsell opportunities with existing clients.Play a pivotal role in shaping solutions and managing client-related projects, coordinating with internal teams such as Architects, Pricing, Project Delivery, and Technical Development.Lead engaging presentations and product demonstrations, collaborating with Sales and product experts to define compelling narratives and unique selling propositions.Conduct competitive analysis to communicate the implications of financial regulations effectively.Oversee Request for Information (RFI) and Request for Proposal (RFP) processes.