Manager, Solutions Engineering

About the role

In this pivotal position, you will oversee the Solutions Engineering team for the EMEA region, with a primary focus on the Growth and Commercial segments. Your leadership will guide a team of eight professionals, enhancing the technical sales strategy to facilitate regional growth and expansion. This role is crucial in ensuring that the team aligns with the company's objectives while adapting to the evolving market landscape.

Key facts

What you'll do

• Lead and nurture a team of eight Solutions Engineers, establishing effective coaching practices and performance benchmarks to drive success.
• Shift the sales approach from a demo-centric model to a consultative, value-driven strategy, ensuring operational efficiency remains high.
• Create and maintain comprehensive playbooks that outline processes for discovery, technical demonstrations, and proof-of-concept engagements.
• Work closely with Account Executive leadership to seamlessly integrate the Solutions Engineering team into the overall sales strategy, enhancing their technical advisory capabilities.
• Introduce and implement AI tools and contemporary workflows to boost team productivity, demonstrating practical applications in daily operations.
• Track and analyze key performance indicators such as technical win rates, deal influence, and capacity planning to inform strategic decisions.
• Collaborate with the recruiting team to define ideal candidate profiles and lead the onboarding process for new team members, ensuring a smooth transition into the organization.
• Foster a culture of continuous improvement by regularly assessing team performance and identifying areas for development and growth.
• Engage with cross-functional teams to align technical solutions with customer needs and market trends, ensuring the team remains competitive and relevant.
• Participate in industry events and conferences to represent the company and stay updated on market developments and best practices.
• Provide feedback to product teams based on customer interactions to help shape future product offerings and enhancements.

Requirements

• A minimum of 3 to 5 years of experience in managing a Solutions Engineering team, demonstrating effective leadership and team development skills.
• At least 7 years of overall experience in pre-sales or Solutions Engineering, showcasing a deep understanding of the sales process.
• A proven ability to transition a team from a volume-based demo approach to a consultative, value-oriented sales methodology.
• Extensive knowledge of the EMEA market, including insights into regional regulatory, governance, risk, and compliance (GRC) requirements.
• Experience in a growth-stage B2B SaaS environment, where you have successfully built processes and strategies from the ground up.
• Proficiency in leveraging AI and modern tools within professional workflows to enhance team performance and efficiency.
• Willingness and ability to work from the London office in a hybrid work model, balancing in-office and remote work.

Nice to have

• Familiarity with GRC, compliance, or security-focused SaaS products, adding depth to your understanding of the market.
• Knowledge of GDPR regulations and requirements, enhancing the team's capability to address compliance concerns effectively.
• Previous experience in a fast-paced startup environment, demonstrating adaptability and resilience in dynamic situations.

Skills & tools

• Expertise in Solutions Engineering management and team leadership.
• Strong understanding of B2B SaaS sales strategies and methodologies.
• Proficient in technical discovery processes and demo methodologies that resonate with potential clients.
• Experience with AI-integrated workflow management to streamline operations and improve productivity.
• In-depth knowledge of GRC and security compliance, enabling the team to address customer concerns effectively.

Practical notes

• The compensation package includes a competitive salary along with equity options, providing a stake in the company's success.
• Comprehensive benefits encompass 100% coverage for medical, dental, and vision insurance for both employees and their dependents, in addition to pension matching contributions.
• The leave policy is generous, offering 25 days of annual leave, unlimited sick leave, 8 company-paid holidays, and 16 weeks of paid parental leave to support work-life balance.
• Additional perks include a health and wellness stipend, allowances for remote workspace, internet, and mobile phone expenses, as well as commuter benefits to ease travel costs.