Solutions Engineering Manager

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

📋 Description

• Recruit, mentor, and cultivate a high-achieving team of Solution Engineers.

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

• Promote an environment of curiosity, accountability, and ongoing development.

• Set clear performance benchmarks and career advancement pathways.

• Collaborate with Sales to qualify opportunities and enhance deal quality.

• Identify and relay product-market fit deficiencies to the Product team, including timelines for future functionalities or confirmation that gaps will not be addressed.

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

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

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

• Supervise 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 identify the most efficient 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 expenditure from the previous quarter).

• Reassign resources and suggest modifications to the team, their focus, and processes to enhance win rates, average deal size, deal velocity, and SaaS Magic Number, where an SE resource(s) was utilized to the CRO via business cases.

• Create and enhance playbooks for discovery, demonstrations, and solution design.

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

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

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

⛳️ Requirements

• 5–8+ years in Solutions Engineering, Sales Engineering, or comparable pre-sales technical roles within a SaaS setting.

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

• Strong background in supporting intricate, 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 capacity to translate technical concepts into business value.

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

• Experience with CMMS/CAFM platforms or solutions related to facilities is advantageous.

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

• Ability to swiftly 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-covered 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 essential tools for your role (company-sponsored laptop, headset, etc.) and offer up to $500 to assist with equipment, furniture, and accessories. Additionally, you will receive $60/month towards your home internet connection.

• Generous paid time off and unplanned time off policies.

• We offer a flexible schedule to accommodate personal appointments, such as medical or dental visits, provided you meet performance standards and project deadlines.

• Our team is made up of dedicated, friendly individuals who value collaboration, transparency, continuous improvement, and work/life balance.