The Solutions Engineer is a strategic, customer-facing technical resource who partners closely with the broader Sales team to drive complex, multi-service deals across corporate, law firms, and educational customers. This role starts with a strong sales mentality and approach, paired with solid technical expertise, executive presence, and commercial acumen.
The Solutions Engineer leads technical discovery, builds strong connections and rapport with prospective clients, and recommends solutions and solution architectures tailored to the needs of a highly diverse customer base. They deliver compelling, business-focused product demonstrations and presentations to decision-makers. This can range from leading a highly technical demo and solution design discussion with a CIO at a mid-market enterprise, to presenting accessible software options to a smaller TTO or emerging company in a separate engagement.
In addition, this individual acts as a formal representative of Product Management in both client-facing and internal discussions, clearly and confidently articulating product vision, roadmap themes, and upcoming capabilities. They maintain an authoritative understanding of the product roadmap to accurately position future developments and ensure transparent expectation-setting with prospective customers and commercial teams.
As a key player between the field and Product Management, the Solutions Engineer systematically captures client needs, competitive insights, and market trends, and communicates this feedback in a structured and actionable manner. This individual understands the roles of administrators, paralegals, and other practitioners, and are conversant not only in Dennemeyer solutions, but also in complementary and adjacent solutions within the broader ecosystem.
Key Responsibilities
- Partner with BDMs and CSMs to develop and execute technical win strategies across both complex and straightforward sales cycles involving multiple software solutions and platforms, including DIAMS, Simple IP, Octimine, and IP Lounge.
- Demonstrate strong business acumen and executive presence to lead client-focused discovery sessions with both technical and business stakeholders, uncovering business objectives, risks, and success criteria, and clearly positioning our unique value proposition based on the client’s use case and desired outcomes.
- Deliver tailored, value-driven product demonstrations aligned to enterprise use cases and focused on measurable ROI.
- Design scalable and situationally appropriate solution architectures that align with customer environments and technical constraints.
- Participate in sales meetings at all stages of the process, including early introductory calls, to identify client needs and position appropriate solutions through conversation, presentations, and ad hoc demonstrations.
- Respond to RFPs, RFIs, security questionnaires, and compliance reviews in partnership with internal stakeholders.
- Act as a trusted advisor to customer technical teams throughout evaluation and decision-making phases.
- Collaborate closely with Product teams to relay enterprise requirements and help influence roadmap priorities.
- Represent the company at client briefings, industry conferences, and other customer-facing events.
- Apply a disciplined, solution-oriented discovery and demonstration methodology to ensure presentations are aligned with validated client needs and highlight the product capabilities that deliver clear, measurable value.
- Integrate relevant product roadmap positioning into demonstrations when appropriate, ensuring alignment with strategic narratives while maintaining credibility around current versus future-state functionality.
- Serve as a Product Management champion within the sales cycle by ensuring internal stakeholders have a clear understanding of existing capabilities, planned enhancements, and anticipated release timelines.
- Provide continuous, evidence-based feedback to Product Management on recurring client requirements, product gaps, competitive insights, and emerging market trends to support roadmap prioritization and long-term product strategy.
Required Qualifications
- 8+ years of experience in software sales, including time as both a quota-carrying sales professional and a technical sales resource within a Solutions Engineering or Enterprise Sales Engineering team.
- Proven experience supporting both enterprise and SME SaaS deals.
- Strong technical foundation, with experience in areas such as APIs, integrations, cloud infrastructure, and data migrations.
- Experience working with enterprise architectures, security standards, and compliance frameworks.
- Strong interpersonal skills combined with a solid understanding of sales processes.
- Demonstrated ability to deliver persuasive, business-focused presentations as well as effective technical demonstrations.
- Experience operating within structured enterprise sales methodologies (e.g., MEDDICC).
- Excellent written and verbal communication skills.
Preferred Qualifications
- Experience engaging with customers across a broad spectrum of sizes and sophistication, including major enterprises.
- Extensive knowledge of IP services and software.
- Well-versed in enterprise procurement and legal processes.
- Insight into competitive software offerings and related services within the IPMS and IP Services sectors.
What Success Looks Like
- Consistently delivers high-quality, actionable field insights to Product Management, resulting in a measurable impact on product evolution. Effectively communicates roadmap direction to both internal stakeholders and clients.
- Plays an integral role in shaping sales processes and presentations, opening doors to software opportunities and consistently winning competitive deals.
- Achieves a high demo-to-close conversion rate.
- Receives strong, positive feedback from business stakeholders and the Dennemeyer GTM team.
- Makes a measurable contribution to revenue growth and expansion.
- Instills confidence in Americas software sales, resulting in high demand across the GTM team to participate in sales meetings at all stages.
Dennemeyer is an Equal Opportunity Employer. Dennemeyer does not discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.
