[Hiring] Principal Solutions Engineer @Fortra

Role Description

We are seeking a highly experienced and technically adept Principal Solutions Engineer to join our Sales team. In this role, you will act as a trusted technical advisor and subject matter expert for one or more solutions within the Fortra portfolio. You will lead pre-sales activities by identifying customer requirements, demonstrating product capabilities, and designing comprehensive solution proposals that align with business needs. As a senior technical authority, you will proactively manage complex functional, technical, and architectural aspects during the sales process, while mentoring team members and influencing strategic decisions. Additionally, you will contribute to marketing initiatives such as webinars, tradeshows, and thought leadership content. This position demands deep product knowledge, exceptional communication skills, and the ability to drive innovation and customer success.

WHAT YOU'LL DO

• Sales Activities
  • Partner closely with Sales Representatives throughout the sales cycle to support prospective customers and drive successful outcomes.
  • Conduct discovery sessions to understand customer challenges, business requirements, and objectives, then recommend solutions that best address their needs.
  • Develop, present, and deliver high-impact product demonstrations tailored to customer use cases.
  • Own the technical evaluation process, including product trials, proof of concepts (POCs), and solution validation activities.
  • Identify and address technical and functional objections throughout the sales process, collaborating with internal teams to develop effective solutions.
  • Develop and defend solution proposals, clearly articulating the value of Fortra's products and services to stakeholders at all levels, including C-suite executives.
  • Estimate professional services requirements and develop project plans, when needed, to support successful customer deployments.
  • Maintain a strong understanding of competitive offerings and effectively position Fortra's differentiators throughout the sales process.
  • Develop broad knowledge of the Fortra portfolio to identify and drive cross-selling and upselling opportunities.
• Partner Activities
  • Collaborate with channel partners on customer visits, demonstrations, proposals, events, and other joint sales activities.
  • Support partner recruitment efforts by participating in discussions with prospective partners.
  • Contribute to partner enablement initiatives, including technical training and functional onboarding.
  • Deliver technical presentations and respond to technical questions during partner and customer engagements.
• Industry Events
  • Represent Fortra at trade shows, user group meetings, conferences, and virtual events.
  • Deliver presentations and product demonstrations at industry events as appropriate.
• Product and Technical Marketing
  • Participate in webinars and online events focused on industry and product-specific topics.
  • Support the launch of new products, solutions, and product releases.
  • Serve as a subject matter expert on assigned products, understanding customer use cases, competitive positioning, and field enablement requirements.

Qualifications

• Bachelor's degree in Computer Science, Information Technology, Engineering, or a related technical field preferred. Equivalent combination of education and experience will also be considered.
• Minimum of 6 years of experience in IT, technical presales, solutions engineering, technical consulting, software development, or technical support roles.
• Minimum of 2 years of experience in customer-facing engagements, including presentations, demonstrations, workshops, or technical advisory activities.
• Strong verbal and written communication skills, with the ability to present complex technical concepts to both technical and non-technical audiences.
• Proven ability to educate, train, and influence customers, partners, and internal stakeholders in a technical environment.
• Solid technical foundation across relevant technologies, platforms, and solution architectures.
• Strong analytical and problem-solving skills, with the ability to assess customer requirements and develop effective technical solutions.
• Excellent attention to detail, organizational skills, and the ability to manage multiple priorities simultaneously.

Requirements

• Experience supporting enterprise software sales cycles, including technical discovery, solution design, proof of concepts (POCs), and product demonstrations.
• Ability to translate business requirements into technical solutions and clearly articulate value propositions.
• Experience working collaboratively with Sales, Product Management, Engineering, and Professional Services teams.
• Strong understanding of modern IT infrastructure, cloud technologies, cybersecurity, networking, or related enterprise technologies.
• Demonstrated ability to build trusted relationships with customers, partners, and executive stakeholders.

Benefits

• Health, dental, and vision coverage as of hire.
• Immediate enrollment in 401(k), HSA, and FSA plans.
• Flexible PTO policy.
• Tuition and personal enrichment reimbursement.
• Option to enroll in ID Theft Protection Program.

Company Description

At Fortra, we’re breaking the attack chain. Ready to join us? At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set. As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package.