Vice President, Solutions Engineering

Accountabilities:

• Design and implement a unified global Solutions Engineering operating model, defining regional coverage, specialist deployment, engagement rules, escalation paths, and decision-making responsibilities.

• Lead, coach, and develop a geographically distributed team of Solution Engineers and Solution Architects, building leadership capacity, succession plans, and a culture of accountability and technical excellence.

• Own capacity planning and resource investment decisions, including sales engineer coverage, skills distribution, geographic allocation, and prioritization of strategic opportunities.

• Establish consistent performance expectations, career frameworks, talent assessments, development plans, and promotion standards in collaboration with People and Revenue Operations.

• Define and execute the global presales strategy supporting new customer acquisition, competitive displacement, account expansion, and partner-led growth.

• Improve technical win rates and sales effectiveness through stronger discovery, qualification, solution design, demonstrations, competitive positioning, and customer value articulation.

• Establish governance for proofs of concept, pilots, and technical evaluations, including clear entry and exit criteria, success measures, resource commitments, and commercial conversion goals.

• Participate in executive pipeline reviews, strategic deal discussions, account planning, forecasting, and revenue execution priorities.

• Develop and monitor a global Solutions Engineering scorecard covering technical win rates, proof-of-concept conversion, evaluation duration, resource utilization, capacity, and deal progression.

• Act as the executive escalation point for critical technical pursuits, complex competitive situations, and strategically important customer engagements.

• Engage senior customer stakeholders, including CISOs, CIOs, fraud and identity leaders, architects, and digital channel executives, connecting security requirements with measurable business outcomes.

• Sponsor executive briefings, architecture workshops, and complex technical evaluations for major enterprise accounts and regulated-industry customers.

• Translate customer and market feedback into competitive intelligence, product insights, and strategic recommendations.

• Build structured feedback channels with Product Management and Engineering, helping distinguish immediate deal blockers from broader roadmap opportunities.

• Partner with Product Marketing and Sales Enablement to develop solution narratives, competitive strategies, demonstrations, and technical training.

• Collaborate with Partnerships and Alliances to strengthen partner readiness, joint solution architectures, technical enablement, and ecosystem opportunities.

• Coordinate with Customer Success and Professional Services to ensure solution feasibility, smooth customer handoffs, and opportunities for adoption and expansion.

• Oversee the quality and scalability of technical demonstrations, proof-of-concept environments, reference architectures, reusable collateral, and field resources.

• Standardize responses to RFPs, RFIs, security reviews, and technical due diligence, using automation and AI where appropriate to improve quality and efficiency.

• Lead ongoing technical and competitive enablement for internal teams and partners, establishing measurable readiness and certification standards.

• Represent the organization at selected customer, partner, industry, and analyst events.

Requirements:

• At least 15 years of experience in enterprise cybersecurity or software presales, Solutions Engineering, or technical consulting, including substantial leadership of regional or global teams.

• Demonstrated success building, scaling, or transforming a globally distributed Solutions Engineering organization.

• Proven ability to improve technical win rates, proof-of-concept conversion, sales efficiency, deal velocity, or other measurable revenue outcomes through effective presales leadership.

• Deep expertise in at least one core area of authentication, identity and access management, fraud prevention, digital identity, or mobile application security, with working knowledge of adjacent domains.

• Experience selling complex enterprise solutions into financial services, government, or other regulated industries.

• Strong understanding of hardware, software, SaaS, and hybrid deployment environments.

• Ability to engage credibly with C-level executives while guiding architects, developers, security professionals, and other technical stakeholders.

• Practical architectural knowledge of APIs, SDKs, integrations, cloud and on-premises environments, and enterprise security design.

• Strong commercial judgment and executive partnership skills, including resource allocation, deal strategy, pipeline analysis, and collaboration with global sales leadership.

• Experience enabling system integrators, resellers, and technology partners, with the ability to influence and lead within a matrixed organization.

• Excellent communication, presentation, people leadership, and stakeholder management skills.

• Fluency in English; additional languages are an advantage.

• Bachelor's degree in a relevant discipline or equivalent practical experience; an advanced degree is preferred.

• Ability to operate strategically while remaining close to technical evaluations, customer needs, and commercial execution.

Benefits:

• Base salary: $250,000–$300,000 USD, depending on experience and qualifications.

• Additional commission-based compensation.

• Remote position based in the United States.

• Opportunity to lead and transform a global technical presales organization.

• Senior executive exposure and direct collaboration with revenue leadership.

• The source description does not provide specific details about healthcare coverage, retirement contributions, paid leave, or other employee benefits.