RVP, Solution Engineering – Mid-Market/Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the Mid-Market/Commercial Solutions Engineering team and report to the VP of Solutions Engineering.

• Develop and enhance repeatable one-to-many technical discovery and enablement through demo days, service-design-style workshops, and self-service content.

• Manage territory mapping and account/opportunity assignments.

• Establish and standardize the definition of technical wins and monitor win rates.

• Set execution targets and leverage pipeline and win-rate data to refine team performance.

• Enhance deal cycle time and average sales price through effective discovery, qualification, and enablement.

• Drive Solutions Engineering OKRs focusing on pipeline health, deal predictability, and technical win rates.

• Implement and refine SE rules of engagement.

• Identify risks and opportunities, foresee potential blockers, and escalate issues as necessary.

• Collaborate with Sales leadership on pipeline management, revenue generation, and customer outcomes.

• Hire, onboard, inspire, retain, coach, mentor, and oversee SE talent.

• Keep up-to-date with current technical enablement and support technical pre-sales opportunities and marketing events.

• Advocate for customer feedback to shape product direction and priorities.

⛳️ Requirements

• An Associate's degree or equivalent experience is required.

• A minimum of 7 years in the industry, possessing robust technical skills in networking, security, operations, scripting, and/or programming.

• 3-5 years of experience leading a technical sales engineering or solutions engineering team.

• Proven experience in managing a team of individual contributors.

• A history of reducing deal cycle time and/or increasing average sales price (ASP) through personally initiated changes.

• Experience in creating or managing a one-to-many technical discovery or enablement initiative.

• Adeptness in leading a team through organizational or territory/account assignment transitions.

• Data-driven expertise with pipeline, win-rate, or deal data analysis.

• Experience collaborating with mid-market and commercial customers and managing a high-volume opportunity pipeline.

• Strong executive-level communication skills and emotional intelligence.

• Excellent influencing abilities, critical thinking, problem-solving, strategic thinking, and sound judgment.

• Familiarity with Power BI and Salesforce as data sources is beneficial.

• A Bachelor's degree in Computer Science, MIS, or a related field is an advantage.

🏝️ Benefits

• Equity awards.

• Comprehensive medical, dental, and vision plans.

• Family planning benefits.

• Health savings account.

• Flexible spending account.

• Transportation savings account.

• 401(k) retirement savings plan with company matching.

• Life, accident, and disability coverage.

• Business travel accident insurance.

• Employee assistance programs.

• Disability insurance.

• Additional well-being benefits.

• 5 days of volunteer time off (VTO).