Director of Solutions Engineering

About the role

NetBox Labs is seeking a Director of Solutions Engineering to provide strategic oversight for a distributed Solutions Engineering organization operating across North America, Europe, and the Asia-Pacific region. The appointed individual will own the end-to-end health of the SE function, concentrating on elevating technical win rates and optimizing pre-sales execution. This role requires the candidate to architect scalable processes that standardize discovery, demonstration, and evaluation practices for the entire team. They will be responsible for translating complex product capabilities into clear business narratives that resonate with enterprise stakeholders. The position holder will work in close partnership with Sales, Product, and Customer Success to align technical positioning with market needs and retention goals. Success in this role will be measured by the team's ability to convert technical opportunities into closed deals and by the consistency of their customer interactions. The leader will cultivate a culture of continuous learning, mentorship, and technical excellence within the SE organization.

Key facts

What you'll do

• Architect and implement a global strategy for the Solutions Engineering function aimed at improving technical win rates and standardizing pre-sales methodologies.
• Mentor and develop a distributed team of Solutions Engineers, providing guidance on technical communication, sales engagement, and professional growth.
• Establish and manage key performance indicators for the SE organization, including technical win rates, demo effectiveness, and proof-of-concept to close ratios.
• Collaborate with Sales leadership to identify complex enterprise opportunities and provide tactical support during critical deal engagements.
• Define and maintain the SE playbook, ensuring alignment with modern sales methodologies and best practices for technical sales.
• Oversee the creation and management of demo environments and technical resources that enable the SE team to deliver compelling and consistent presentations.
• Serve as the primary liaison between technical teams and go-to-market functions to ensure accurate positioning of product value.
• Drive initiatives to improve customer success by facilitating knowledge transfer and ensuring smooth transitions from sales to implementation.
• Analyze performance data to identify skill gaps and areas for process improvement within the Solutions Engineering organization.
• Represent the voice of the customer and the SE team in product development discussions to influence roadmap priorities.
• Coordinate with Product and Customer Success leaders to ensure technical messaging remains consistent across all customer touchpoints.
• Manage the development and maintenance of technical collateral, enabling materials, and demonstration scripts for global use.
• Ensure compliance with legal and security standards in all customer-facing technical interactions and documentation.
• Evaluate and recommend new tools or platforms that enhance the efficiency and effectiveness of the SE team.

Requirements

• Hold a minimum of 7 years of professional experience in Solutions Engineering or Sales Engineering roles.
• Accumulate at least 3 years of experience in a management or leadership capacity within a Solutions Engineering context.
• Demonstrate a proven track record of succeeding in complex B2B enterprise software sales cycles.
• Exhibit the ability to distill intricate technical concepts into clear, concise business advantages for executive audiences.
• Show a history of managing distributed or global teams, specifically within the enterprise software sector.
• Possess a deep understanding of the technical sales process and the challenges associated with enterprise-level procurement.
• Display strong judgment and decision-making skills when operating in ambiguous or high-pressure situations.
• Confirm residency within the United States as a mandatory requirement for this position.

Nice to have

• Hands-on experience in building, refining, or implementing SE methodologies such as MEDDIC, MEDDPICC, or the Challenger Sale framework.
• Demonstrated experience managing SE teams across multiple time zones, including EMEA and APAC regions.

Skills & tools

• Utilize exceptional communication and presentation skills to engage with C-suite executives and technical stakeholders effectively.
• Apply analytical abilities to leverage data in driving decisions and continuous improvement for the SE team.
• Employ a collaborative leadership style that empowers team members and fosters cross-functional cooperation.

Practical notes

• Must reside in the United States.
• Ability to travel domestically and internationally up to an estimated 20%.
• NetBox Labs is an equal opportunity employer and values diversity. Reasonable accommodations are available for individuals with disabilities during the application process.