Head of Solution Engineering

【Head of Solution Engineering】

You'll lead a team of Solution Engineers, owning the full technical pre-sales cycle — from architecting bespoke solutions to acting as the critical bridge between Sales, Product, and Engineering. Your job is to translate complex technical capabilities into value that customers can understand, evaluate, and adopt, accelerating pipeline and improving implementation success rates.

This is a player-coach role. You'll build team methodology and quality standards while staying hands-on in high-value deals — leading discovery, solution design, and technical communication to ensure every solution maps to real customer business outcomes.

What You'll Do:

1. Pre-sales Execution & Strategic Deal Leadership

• Partner with AEs and BD to lead technical discovery on mid-to-high complexity opportunities (current state, pain points, constraints, success criteria)

• Tailor communication by decision-maker persona (CEO/CTO, business, product/engineering); deliver solution presentations and technical demos

• Own PoC/Pilot planning and execution: define acceptance criteria, design test scenarios, coordinate resources, synthesize results, and surface recommendations (risks, assumptions, alternatives)

• Serve as technical escalation point for critical accounts alongside Customer Success and Support — diagnosing issues rapidly and keeping stakeholder expectations aligned

2. Team Leadership & Delivery Excellence

• Plan team resourcing and workload distribution to maintain delivery quality across concurrent deals

• Establish proposal and solution review processes to control feasibility, cost, and risk — closing the gap between pre-sales commitments and delivery reality

• Set team operating rhythms: weekly syncs, deal reviews, internal drills, and knowledge sharing sessions

• Lead recruiting, onboarding, and talent development to build a high-performing, self-sufficient team

3. Cross-functional Collaboration & Technical Insight

• Align with PM and Engineering on customer needs — bringing use cases, impact assessments, and actionable proposals to move requirements forward

• Build clean handoff processes with AE, BD, and Customer Support: pre-sales context, PoC outcomes, risks, and scope commitments clearly documented

• Track trends in cloud, security, CDN/edge computing, and AI — translating insights into solution strategy and customer value narratives

• Partner closely with OEM and vendor technical teams to stay current on roadmaps and best practices, shaping differentiated value propositions

What We're Looking For

• 6+ years of experience as a Solution Engineer, Sales Engineer, Solutions Architect, or equivalent pre-sales role

• 2+ years of team leadership or tech lead experience (delegation, quality oversight, coaching, performance feedback)

• Proven ability to independently lead end-to-end pre-sales processes

• Deep expertise in at least one domain: CDN / network acceleration, cloud infrastructure, cybersecurity, data & databases, or applied AI/ML — with the ability to integrate across domains

• Polished communication and presentation skills; strong cross-functional collaboration and stakeholder management

• Ability to produce high-quality pre-sales documentation: solution decks, PoC reports, and proposals