Solutions Engineering Manager

📋 Description

• Recruit, mentor, and nurture a high-performing team of Solution Engineers.

• Enhance both technical expertise and consultative selling abilities within the team.

• Cultivate a culture centered on curiosity, accountability, and ongoing improvement.

• Set clear performance benchmarks and career advancement pathways.

• Collaborate with Sales to assess opportunities and elevate deal quality.

• Identify and communicate gaps in product-market fit to the Product team, including timelines for forthcoming features or confirmation that gaps will remain unaddressed.

• Facilitate smooth client transitions from pre-sales to implementation by defining clear expectations, scope, and handoff procedures once product-market fit is validated and clients choose FMX.

• Ensure the delivery of high-quality, customized product demonstrations that effectively convey value and differentiation.

• Confirm that proposed solutions meet customer requirements, limitations, and desired outcomes. Identify risks, gaps, or misalignments early in the sales process.

• Manage technical discovery, solution design, and validation to align with customer needs and use cases.

• Establish best practices for demonstrations, proofs-of-concept, and technical presentations.

• Collaborate with RevOps and/or finance to ascertain the most effective allocation of solution engineering resources based on their influence on win rates, average deal size, deal velocity, and SaaS Magic Number (ARR for the quarter divided by sales and marketing expenses for the previous quarter).

• Reassign resources and recommend adjustments to the team, their focus, and processes to achieve enhancements in win rates, average deal size, deal velocity, and SaaS Magic Number, where an SE resource(s) was utilized to the CRO through business cases.

• Develop and refine playbooks for discovery, demonstrations, and solution design.

• Implement tools and methodologies to boost efficiency and consistency across the team.

• Promote the utilization of reusable assets, demo environments, and solution templates.

• Assess whether specific segments and bands necessitate SE resources or if AEs can conduct the demo using live software or demoware.

⛳️ Requirements

• 5–8+ years of experience in Solutions Engineering, Sales Engineering, or similar pre-sales technical roles within a SaaS context.

• 3–5+ years of experience in people management, leading technical or pre-sales teams.

• Strong background in supporting complex, multi-product sales cycles across various customer segments.

• Demonstrated ability to collaborate effectively with Sales, Product, and post-sales teams.

• Exceptional communication skills with the capability to translate technical concepts into business value.

• Solid understanding of SaaS architectures, integrations, and enterprise workflows.

• Experience with CMMS/CAFM platforms or facilities-related solutions is beneficial.

• Familiarity with contemporary demo tools, data environments, and solution design methodologies.

• Ability to rapidly learn and advocate for new technologies and product capabilities.

• Willingness to travel (~20–40%) for customer engagements, team collaboration, and industry events.

• A strong alignment with our values: Teamwork, Excellence, and Integrity.

🏝️ Benefits

• 100% company-sponsored health, dental, and vision insurance.

• At FMX, we embrace a remote-first approach, but you are welcome to utilize our office as needed.

• We provide all necessary tools for your job (company-sponsored laptop, headset, etc.). Additionally, we offer up to $500 to assist with equipment, furniture, and accessories. You will also receive $60/month towards your home internet connection.

• Generous PTO and UTO (unplanned time off) policies.

• We support a flexible schedule to accommodate personal appointments, such as doctor or dentist visits, provided you meet performance expectations and project deadlines.

• We are a team of dedicated, enthusiastic, and friendly individuals. We take collaboration, transparency, continuous improvement, and work/life balance seriously.