Vice President, Solutions Engineering

Design and implement a unified global Solutions Engineering operating model, defining regional coverage, specialist deployment, engagement rules, escalation paths, and decision-making responsibilities.

Lead, coach, and develop a geographically distributed team of Solution Engineers and Solution Architects, building leadership capacity, succession plans, and a culture of accountability and technical excellence.

Own capacity planning and resource investment decisions, including sales engineer coverage, skills distribution, geographic allocation, and prioritization of strategic opportunities.

Establish consistent performance expectations, career frameworks, talent assessments, development plans, and promotion standards in collaboration with People and Revenue Operations.

Define and execute the global presales strategy supporting new customer acquisition, competitive displacement, account expansion, and partner-led growth.

Improve technical win rates and sales effectiveness through stronger discovery, qualification, solution design, demonstrations, competitive positioning, and customer value articulation.

Establish governance for proofs of concept, pilots, and technical evaluations, including clear entry and exit criteria, success measures, resource commitments, and commercial conversion goals.

Participate in executive pipeline reviews, strategic deal discussions, account planning, forecasting, and revenue execution priorities.

Develop and monitor a global Solutions Engineering scorecard covering technical win rates, proof-of-concept conversion, evaluation duration, resource utilization, capacity, and deal progression.

Act as the executive escalation point for critical technical pursuits, complex competitive situations, and strategically important customer engagements.

Engage senior customer stakeholders, including CISOs, CIOs, fraud and identity leaders, architects, and digital channel executives, connecting security requirements with measurable business outcomes.

Sponsor executive briefings, architecture workshops, and complex technical evaluations for major enterprise accounts and regulated-industry customers.

Translate customer and market feedback into competitive intelligence, product insights, and strategic recommendations.

Build structured feedback channels with Product Management and Engineering, helping distinguish immediate deal blockers from broader roadmap opportunities.

Partner with Product Marketing and Sales Enablement to develop solution narratives, competitive strategies, demonstrations, and technical training.

Collaborate with Partnerships and Alliances to strengthen partner readiness, joint solution architectures, technical enablement, and ecosystem opportunities.

Coordinate with Customer Success and Professional Services to ensure solution feasibility, smooth customer handoffs, and opportunities for adoption and expansion.

Oversee the quality and scalability of technical demonstrations, proof-of-concept environments, reference architectures, reusable collateral, and field resources.

Standardize responses to RFPs, RFIs, security reviews, and technical due diligence, using automation and AI where appropriate to improve quality and efficiency.

Lead ongoing technical and competitive enablement for internal teams and partners, establishing measurable readiness and certification standards.

Represent the organization at selected customer, partner, industry, and analyst events.