Solutions Engineer

Relay is a growth-stage tech company in Raleigh, NC, building the System of Action for Physical Operations. Frontline teams catch problems all day and say so over the radio. Almost none of it survives the shift. Relay captures it and turns it into action, through a rugged smart radio that works the way teams already do and a cloud platform that learns the operation, routes issues to the right people, and stays open until they're resolved. Fifteen years innovating in voice, 2 billion messages, 40+ Fortune 500 customers. Now we're expanding our Solutions Engineering team and adding multiple Solutions Engineers to help us scale.

Solutions Engineers partner with Enterprise sales to design, validate, and demonstrate solutions on the Relay platform. You will lead technical diligence, overcome IT objections, prove feasibility, and ensure smooth handoffs to post-sales teams.

• →Pre-Sales Solution Architecture
  • →Partner with sales and prospective customers to analyze operational pain points and map technical requirements.
  • →Architect scalable solutions using Relay’s platform and open APIs.
  • →Deliver tailored product demos and proof-of-concept deployments to key operational, IT, and executive stakeholders.
• →Technical Sales Cycle Ownership
  
  • →Serve as the primary technical contact throughout the pre-sales cycle.
  • →Lead technical diligence, including RFIs/RFPs, security questionnaires, and IT architecture reviews.
  • →Resolve technical objections to secure buy-in across operations, IT, and OT teams.
  • →Provide technical input for proposals and Statements of Work.
• →Knowledge Transfer & Handoff
  
  • →Document solution architectures, API usage, and configuration details.
  • →Lead handoff sessions to Customer Success and Implementation teams for closed deals.
  • →Act as an escalation point for architecture clarification during deployment.
• →Cross-Functional Influence
  • →Synthesize customer feedback to inform Product Management and shape product roadmaps.
  • →Develop reusable enablement assets (one-pagers, diagrams, cheat sheets) for sales and security teams.

• 3+ years in a customer-facing technical role (Solutions/Sales Engineer, Solutions Architect, or Technical Consultant).
• Proven track record of translating complex technical topics for both business and technical audiences.
• Hands-on experience delivering technical demos and proof-of-concept deployments.
• Experience managing enterprise technical diligence (RFPs, security questionnaires, IT evaluations).
• Proficiency with APIs, integrations, and prototyping.
• Bachelor's degree in engineering, CS or similar technical field.

• Experience in frontline operations (manufacturing, logistics, hospitality) or OT/IT systems and industrial IoT/automation.

• Up to 50% domestic travel to meet with prospective customers and support sales engagements, particularly for strategic opportunities.