Director of Solutions Engineering

Join as the Director of Solutions Engineering, a player-coach leadership role responsible for winning technical evaluations in the Central and West regions.

Responsibilities

• You will lead a team of Solutions Engineers, manage and develop the team, and stay hands-on to lead architecture sessions and POCs on complex opportunities.
• You will partner with regional sales leadership, build repeatable processes, and represent Solo in the community.
• This is a remote-first position with a focus on cloud-native technologies and enterprise customers. - Lead and develop a team of Solutions Engineers, setting a high technical bar and coaching on discovery, demos, POC strategy, and executive communication. - Act as technical executive sponsor on the region’s largest and most complex opportunities, leading architecture sessions, design reviews, and objection handling. - Partner with regional sales leadership on account strategy, SE coverage, deal reviews, and forecast accuracy, and own the technical win in the region. - A bachelor’s degree in Computer Science or a related field, or equivalent practical experience - Located in the Central or West US, with willingness to travel to customers and events in region - Working knowledge of AI/LLM workloads or agent infrastructure (model gateways, MCP/A2A, agent access governance) is a plus - Experience with Gateway API, Cilium/eBPF, or another API gateway or service mesh product is a plus - Deep, hands-on expertise in cloud-native technologies, including Kubernetes, agentic infrastructure, service mesh (such as Istio), and API gateways (such as Envoy), along with L4/L7 networking, mTLS, and zero-trust security - Fluency in a formal sales methodology (MEDDPICC, Command of the Message, or similar) and the ability to coach a team to use it - Proven record of hiring and developing SEs and measurably improving technical win rate or POC conversion - Background at a CNCF-ecosystem or open-core infrastructure company, or experience in regulated industries (financial services, healthcare, telco), is a plus - 8+ years of experience in technical pre-sales (Solutions Engineer, Sales Engineer, Solutions Architect, or Field
• Engineer) for infrastructure software, including 3+ years directly managing SEs - Experience in an open source or open-core sales motion, converting community users into enterprise customers - Experience selling to enterprise platform engineering, infrastructure, and security teams on complex, multi-stakeholder deals - Strong communication and presentation skills, with the ability to engage both principal engineers and executive buyers