Senior Manager, Solutions Engineering – State, Local, Educational

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

📋 Description

• Recruit, onboard, mentor, and retain the Solutions Engineering team.

• Define clear ownership and territory coverage throughout the segment.

• Foster the development of team members beyond their existing roles.

• Establish standards for demonstrations, trial plans, site evaluations, and customer-facing documentation.

• Oversee Solutions Engineering capacity and resource distribution across the segment.

• Lead the technical success across the SLED Top 1200 nationally.

• Pair Solutions Engineers with Key Account Leaders.

• Act as the senior technical escalation point for critical pursuits, deployments, and customer issues.

• Assist in field activities and directly address customer challenges.

• Collaborate with Sales leadership on pipeline management, forecasting, account planning, and land-and-expand strategies.

• Systematize repeatable demo standards, site assessment quality, and trial design.

• Ensure site assessment quality and verify dock locations prior to deployment.

• Set standards for proofs of concept linked to active opportunities and measurable operational value.

• Guide integration and airspace strategy, including CAD, dispatch, video and evidence management, streaming platforms, BVLOS approvals, waivers, COAs, and docked operations.

• Maintain knowledge of public sector procurement methods, cooperative contracts, grant-funded programs, and public sector purchasing cycles.

• Represent the unified customer perspective to Product and Engineering.

• Convert field observations into prioritized product requirements.

• Create enablement content, reference architectures, and reusable technical resources.

• Keep up-to-date product knowledge through regular hands-on experience.

• Support customer interactions, field activities, deployments, team on-site visits, and company events.

• Report to the Director of Solutions Engineering – SLED.

⛳️ Requirements

• Minimum of 5 years of relevant technical experience, including customer-facing technical roles in solutions engineering, field engineering, or applications engineering.

• At least 1 year of experience leading a technical team, either formally or as a technical lead with hiring and mentorship duties.

• Strong knowledge of drone technology, Public Safety sUAS operations, and regulatory compliance.

• Familiarity with Drone as First Responder operational concepts and dock-based remote operations.

• Working knowledge of Public Safety technologies, such as CAD, VMS, and related software platforms.

• Proven track record of recruiting, onboarding, developing, and retaining technical personnel.

• Experience working within a Sales organization, including managing a quota and deal strategy.

• Exceptional written and verbal communication skills.

• Willingness to travel approximately 30% of the time.

• Ability to lift up to 60 lbs without assistance.

• FAA Part 107 certification is strongly recommended for all employees within the first 60 days and required for certain positions.

• Previous public safety service as a sworn officer, firefighter, or agency UAS program leader.

• Experience establishing a Drone as First Responder program from waiver to go-live.

• Experience with dock-based, remote, and BVLOS operations on a large scale.

• Knowledge of grant funding pathways and cooperative purchasing mechanisms utilized by state and local agencies.

• Familiarity with Salesforce, Palantir, Databricks, or equivalent platforms.

• Proven ability to build and scale a technical team through periods of rapid growth.

• For positions based in the United States, employment eligibility will be verified through E-Verify.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be offered for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Inclusive, multidisciplinary work environment.

• Opportunity to share in the company's success through equity.