VP – Solutions Engineering

Job Description

• Own and scale the Solutions Engineering function, setting the technical pre-sales strategy that enables consistent success across mid-market and enterprise deals.
• Define the technical sales motion, including discovery standards, solution architecture, demonstrations, pilots, and proof-of-value frameworks.
• Serve as the executive technical authority in complex, high-value customer engagements, supporting strategic deals, executive briefings, and escalations.
• Partner closely with Sales leadership to align technical strategy with pipeline priorities, deal stages, and revenue targets.
• Establish enterprise-grade processes for technical evaluations, RFP/RFI responses, security reviews, and architectural validation.
• Build strong, operating-level partnerships with Product and Engineering to translate customer needs into roadmap influence, product feedback, and scalable solution design.
• Develop and enforce standards for solution architecture, deployment models, and integration patterns to ensure repeatability, scalability, and customer success.
• Own Solutions Engineering enablement, including training, certification, tooling, and best-practice documentation for technical selling excellence.
• Lead, hire, and develop high-performing Solutions Engineering leaders and individual contributors, building depth, succession, and technical credibility.
• Establish performance metrics and inspection rigor across the Solutions Engineering organization, including win rates, deal velocity, technical conversion, and customer outcomes.
• Stay deeply informed on industry trends, competitive technologies, and customer operational challenges to ensure Tractian remains technically differentiated in the market. Requirements:
• Bachelor’s degree in Engineering (Mechanical, Electrical, Industrial, or related field); advanced technical or business education strongly preferred.
• 10+ years of progressive experience in solutions engineering, sales engineering, or technical pre-sales roles within complex B2B technology environments.
• 5+ years of leadership experience building, leading, and scaling Solutions Engineering or technical pre-sales teams.
• Proven track record of supporting and winning complex, high-value deals, including enterprise or multi-site customer engagements.
• Deep technical fluency across industrial systems, IoT, software, and hardware integrations, with the ability to translate complexity into business value.
• Demonstrated ability to partner effectively with Sales leadership, influencing deal strategy, pipeline execution, and revenue outcomes.
• Strong experience shaping product feedback loops, influencing roadmap priorities, and collaborating closely with Product and Engineering teams.
• Executive-level communication, presentation, and negotiation skills, with experience engaging senior customer and internal stakeholders.
• Highly fluent in CRM-driven sales processes and technical evaluation workflows (HubSpot preferred), with a strong bias toward inspection and accountability.
• Strategic, structured, and execution-oriented leader with a passion for building scalable technical selling motions. Benefits:
• Competitive Salary
• Premium Medical, Dental, and Vision Coverage
• Paid Time Off (PTO): 15 Days
• 401(k) Retirement Plan
• Language Learning Opportunities - Take advantage of optional, fully funded Portuguese or Spanish courses to enhance your skills and global reach.
• Gympass Membership - Access a wide range of gyms and training programs.
• Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
• Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world. Apply tot his job