Manager, Solutions Engineering

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead and mentor a team of Solutions Engineers involved in both commercial and channel-led customer interactions.

• Assist commercial clients and channel-driven opportunities throughout North America.

• Facilitate technical discovery and formulate solutions for intricate identity and security issues.

• Collaborate with Sales during the purchasing journey and influence account strategies.

• Create uniform methods for discovery, solution design, demonstrations, POCs, and technical validation.

• Recognize technical risks and propel opportunities towards a technical victory.

• Cultivate relationships with channel partners and aid in collaborative customer engagements.

• Guide team members through challenging customer discussions and foster their development.

• Utilize customer insights, pipeline health, and engagement metrics to enhance team performance.

• Standardize valuable technical resources.

• Advocate for the practical and responsible application of AI and automation.

• Work alongside Product, Marketing, Customer Success, and Engineering to integrate customer insights into the business framework.

• Report directly to the Senior Manager of Sales Engineering.

⛳️ Requirements

• Experience in Solutions Engineering, Sales Engineering, or a similar customer-facing technical consulting role that supports complex, consultative sales processes.

• Proven track record of leading or mentoring technical teams.

• Expertise in coaching technical storytelling, executive communication, objection management, and aligning business value.

• Strong channel experience with Managed Service Providers (MSPs), Value-Added Resellers (VARs), distributors, and technology alliance partners.

• Technical expertise in IAM, PAM, IGA, authentication, cloud platforms, and SaaS integrations.

• Knowledge of the MEDDPICC qualification framework or a comparable enterprise sales methodology.

• Hands-on experience with LLMs, AI copilots, and automation technologies.

• Familiarity with APIs, scripting, automation platforms, or identity security solutions.

• Experience in leading organizational change, particularly transitioning a Solutions Engineering team from a hybrid model to a focused, enterprise-grade pre-sales organization.

• Demonstrated ability to partner with AEs during intricate, consultative sales cycles.

• Experience in leading and developing Solutions Engineering teams.

• Background in a channel-focused go-to-market strategy, encompassing MSPs, VARs, two-tier distribution, and strategic partnerships.

• Must already possess legal authorization to work in the United States or Canada; no work authorization, relocation assistance, or visa sponsorship/transferring will be provided.

• Successful candidates must undergo a background check.

🏝️ Benefits

• Immediate enrollment in 1Password's benefits program, which includes health and dental coverage.

• 401k plan for roles based in the USA.

• RRSP plan for roles based in Canada.

• Generous paid time off policy.

• Equity grants available.

• Incentive programs where applicable.

• Maternity and parental leave top-up programs.

• Competitive health benefits package.

• RSU program for most employees.

• Retirement matching program.

• Free 1Password account for employees.

• Paid volunteer days to encourage community engagement.

• Peer-to-peer recognition through Bonusly.

• Remote-first work culture.

• In-person onboarding in Toronto for go-to-market positions.

• Occasional travel for offsite meetings, departmental gatherings, and customer events.

• Monthly average travel expectations for leadership roles.