[Hiring] Director, Solutions Engineering @AINS LLC DBA OPEXUS

Role Description

The Director, Solutions Engineering leads the Solutions Engineering function responsible for supporting the sales process through technical solutioning, product positioning, customer engagement, and pre-sales strategy. This role oversees Solutions Engineering teams and establishes the methodologies, processes, and capabilities necessary to support revenue growth, technical sales excellence, and scalable customer engagement.

The Director, Solutions Engineering serves as a key advisor to Sales Leadership and cross-functional partners by ensuring customer needs, business requirements, product capabilities, and technical solutions are effectively aligned throughout the sales lifecycle. This role drives consistency in technical discovery, demonstrations, proposal support, customer solution design, and technical sales execution while developing Solutions Engineering leaders and strengthening the function’s ability to support strategic growth.

Key Responsibilities

• Lead the Solutions Engineering function and define the pre-sales technical strategy that supports revenue growth and customer acquisition.
• Oversee Solutions Engineering support for customer discovery, technical qualification, product demonstrations, solution design, proof-of-concepts, and customer workshops.
• Establish technical sales methodologies, engagement models, solutioning standards, and operating processes that improve consistency and scalability.
• Partner with Sales Leadership to align technical resources to pipeline priorities, strategic opportunities, enterprise pursuits, and revenue objectives.
• Support high-value opportunities by advising on technical strategy, customer requirements, competitive positioning, deal execution, and solution readiness.
• Oversee technical support for RFPs, RFIs, proposals, security questionnaires, technical assessments, and customer evaluation processes.
• Partner with Product Management, Product Marketing, Engineering, Delivery, and Revenue Operations to share customer insights, improve product positioning, and strengthen technical sales effectiveness.
• Develop Managers, Senior Managers, Senior Solutions Engineers, and future Solutions Engineering leaders.
• Establish demonstration standards, enablement resources, technical sales playbooks, and solutioning best practices.
• Monitor Solutions Engineering performance metrics, team capacity, sales support effectiveness, opportunity impact, and customer engagement outcomes.
• Represent Solutions Engineering in pipeline reviews, customer strategy discussions, executive-level planning, and cross-functional growth initiatives.
• Drive process improvements that strengthen solution quality, customer confidence, technical sales readiness, and operational scalability.

Qualifications

• Typically requires 10-15+ years of relevant experience in solutions engineering, sales engineering, solution architecture, technical consulting, enterprise software, professional services, or related customer-facing technical functions.
• Bachelor's degree in Business, Information Systems, Computer Science, Engineering, or a related field preferred; equivalent experience may be considered.

Requirements

• Ownership: Owns the Solutions Engineering function, pre-sales technical strategy, technical sales processes, team performance, solutioning standards, demonstration methodologies, customer engagement models, proposal support practices, and Solutions Engineering capability development.
• Key Partners: Sales Leadership, Account Executives, Product Management, Product Marketing, Revenue Operations, Engineering, Delivery, Customer Success, executive leadership, strategic customers, and cross-functional go-to-market stakeholders.
• Decision-Making: Establishes technical sales strategy, operating priorities, staffing models, technical engagement approaches, demonstration standards, solutioning methodologies, resource allocation practices, and escalation paths for strategic opportunities.
• Organizational Impact: Directly impacts revenue growth, technical sales effectiveness, customer confidence, proposal quality, opportunity progression, competitive positioning, product feedback loops, and the scalability of Solutions Engineering support across the business.

Success Measures

• Sales win-rate influence and opportunity conversion support.
• Effectiveness of technical demonstrations, discovery sessions, proof-of-concepts, and customer evaluations.
• Quality and consistency of solution recommendations, technical positioning, and customer-facing materials.
• Timely and effective support of RFPs, RFIs, proposal responses, security questionnaires, and strategic customer requests.
• Customer and stakeholder confidence in proposed solutions.
• Team performance, engagement, retention, and leadership development.
• Adoption of Solutions Engineering methodologies, standards, and best practices.
• Cross-functional alignment with Sales, Product, Engineering, Product Marketing, Revenue Operations, Delivery, and Customer Success.
• Contribution of customer and market insights to product direction and go-to-market strategy.
• Improved scalability, consistency, and operational maturity of Solutions Engineering processes.

Skills & Competencies

• Technical Skills
  • Solution engineering and technical consulting
  • Product demonstrations and presentations
  • SaaS platforms and technology ecosystems
  • System integrations and technical solution design
  • Technical proposal and RFP/RFI support
• Functional Knowledge
  • Pre-sales methodologies
  • Discovery and requirements gathering
  • Sales processes and opportunity management
  • Product positioning and competitive analysis

Career Path

• Potential Individual Contributor Progression
  • Solutions Engineer
  • Sr. Solutions Engineer
• Potential People Leader Progression
  • Manager, Solutions Engineering
  • Sr. Manager, Solutions Engineering
  • Director, Solutions Engineering
  • VP, Solutions Engineering