Director, Solutions Engineering

Description

The company is hiring a Director of Solutions Engineering to lead technical sales across several sales domains, keep field coverage and practices consistent, and line up the work with regional growth goals.

You will work with Regional Vice Presidents (RVPs) and sales leaders to hit sales targets, translate company strategy into territory plans, decide where resources go, improve pipeline quality, and get better customer results. You will build a strong team, reinforce technical and architecture standards, and refine field processes so the function can grow quickly and run efficiently. You will also lead technical work on major regional deals and escalations.

You will stay current on the portfolio and watch customer, competitor, and market trends, then pass practical field findings to senior leaders and cross-functional teams to improve enablement, regional execution, and sales effectiveness.

Responsibilities

• Work with business leaders to lead the Solutions Engineers in your charter, making sure their work follows the overall Solutions Engineering process.
• Put Solutions Engineering operating standards into practice within your domains, in line with company direction and sales priorities.
• Own the performance of the Solutions Engineering function, including customer results, pipeline quality, and technical sales effectiveness.
• Set regional priorities, staffing plans, resource allocation strategies, and operating goals.
• Hire, develop, coach, and retain a strong team of Solution Engineers. Set clear expectations, operating rhythms, and performance standards that match the wider Solutions Engineering organization.
• Take part in annual planning and strategic goal setting for the function.
• Apply and reinforce the established standards for discovery, qualification, solution design, architecture, proposals, and engagement. Encourage collaboration across territories, use of approved solution patterns, and consistent customer experiences.
• Lead technical work on strategic regional accounts, complex deals, partner pursuits, and customer escalations. Bring in senior Solutions Engineering leaders when enterprise direction or exception approval is needed.
• Keep up your knowledge of the company's portfolio, adjacent technologies, partner capabilities, and solution architectures. Deliver field enablement using approved messaging, guidance, and methods.
• Represent the company at selected industry and market events. Build relationships with customers, partners, peers, and industry contacts. Track customer priorities, competitor moves, technology trends, regulatory changes, and regional demand.
• Give structured field intelligence and recommendations to senior Solutions Engineering leaders and relevant Sales, Product, Marketing, and partner teams. Carry out approved changes within your domains.
• Track and report established operating metrics. Find process bottlenecks and help design and roll out improvements to workflows, tools, handoffs, and practices that cut friction and support fast scaling.
• Perform other duties as required and assigned.

Requirements

• A bachelor's degree or an equivalent mix of education and relevant experience is preferred.
• 10+ years in technology, solution engineering, technical sales, or customer-facing architecture, including leadership experience.
• A track record of leading Solution Engineering teams across several markets or territories and working well with regional sales executives.
• Proven ability to allocate resources and keep execution consistent across multiple RVP territories within an established strategy and operating model.
• Strong business judgment, able to link technical solutions to customer results, territory execution, pipeline growth, and regional revenue.
• Broad experience across multiple technology environments and the ability to stay current on the company's portfolio and approved solution approaches.
• Demonstrated involvement in your industry and the ability to represent the company credibly with customers, partners, professional associations, and regional market communities.
• Ability to read market, customer, competitor, technology, and regulatory signals and turn them into practical insights and recommendations for senior leaders.
• Excellent communication, presentation, writing, coaching, and stakeholder management skills, including working with customer executives and regional sales leaders.
• Demonstrated ability to spot operational inefficiencies, improve repeatable processes, and make practical changes that support fast growth and scale.
• Demonstrated urgency, sound judgment, accountability, collaboration, and a positive, solutions-focused approach.
• Willingness and ability to travel up to 25% across assigned territories and to customer, partner, and industry events.
• Other training and experience may be substituted for the job requirements at the manager's discretion.

Conditions

The estimated annual base salary is $170,000 to $185,000. Actual pay depends on experience, location, and qualifications.

This role is eligible for commission with an expected annual target of $65,000, based on target achievement and other performance indicators.

The role is open to candidates in the Western, Mountain, and Central regions of the United States. Work follows the company's workplace guidelines: you may work from a designated hub or an approved remote location within these regions.

If you live within 30 miles of a company corporate office or data center, you are generally expected to work onsite Tuesday and Wednesday, two days a week. If you live more than 30 miles away, or your commute exceeds one hour, you may be eligible for remote work, subject to manager approval.

Fully remote candidates who do not live near a corporate office or data center may also apply.

Hybrid role.

The company can only employ people who live and work in states where it is authorized to do business and hold employment registrations. It cannot currently consider applicants living in or working from Alaska, Alabama, Delaware, Hawaii, Iowa, Kansas, Louisiana, Maine, Maryland, North Dakota, Rhode Island, South Dakota, Wisconsin, Wyoming, or Washington DC.

Atlanta-area roles may require onsite work of at least 30 hours per week, depending on business needs, role requirements, and work location. Onsite expectations are discussed during hiring.

You must be legally authorized to work in the United States and must live in a state where the company holds employment eligibility at hire and throughout your employment. Eligible states may change based on business needs and regulatory requirements.

The company values diversity and welcomes applicants who do not match every listed requirement, since unlisted skills and perspectives may also fit the team.

Benefits

• Medical, telehealth, dental, and vision coverage.
• 401(k).
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).
• Life and AD&D insurance.
• Short-term and long-term disability coverage.
• Flex paid time off (PTO).
• Leave of absence.
• Employee assistance program.
• Wellness program.
• Rewards and recognition program.