Description:
As a Solutions Engineer, you are the technical front line in our enterprise sales motion. You partner with Account Executives to run discovery, tell the technical story, deliver credible, tailored demos, answer security/architecture questions, and scope high‑signal POCs. Beyond deal support, you’re helping us tell a compelling GTM story at scale. You will work with Product and Engineering to understand the latest product advancements and new features, so we can continue to educate prospects on the most innovative ways to leverage our technology.
You’ll work hand-in-hand with Sales, Product, and Engineering to scope solutions, demonstrate capabilities, and act as a trusted advisor to technical stakeholders. This is a highly customer-facing role where you’ll combine deep technical fluency with strong communication skills to drive sales forward.
What You’ll Do
- Technical Discovery & Narrative — Translate pain into solution architecture; frame integration patterns and data flows; whiteboard with senior ICs and execs.
- Demo & Prototype — Build and deliver tailored demos/sandboxes (lightweight, non‑POC builds) that showcase value for logistics use cases (e.g., carrier sales, track & trace, appointment scheduling, shipment exceptions).
- POC Scoping — Co‑define success criteria, timeline, and resourcing with AEs and Deployment Strategists; produce clear Statements of Work/Success Plans.
- RFPs & Technical Content — Own the technical sections of RFPs/RFIs; maintain one‑pagers, reference architectures, and FAQ libraries.
- Enablement — Run the Demo Factory: standardize environments, scripts, and sample datasets; coach AEs on high‑level demos.
- Feedback Loop — Capture field signals; partner with Product & FDEs to turn bespoke work into reusable components.
- Industry Fluency — Build strong working knowledge of brokerage, carrier, shipper ops; speak credibly to impact and ROI.
- Travel — Travel is expected approximately 25% to 50% of the time for customer discovery, workshops, demos, and onsite collaboration.
What You’ll Bring
- Strong communication skills and executive presence — comfortable presenting to CXOs.
- Customer-obsessed with a knack for translating technical details into business impact.
- Comfortable building light prototypes: stitching APIs, webhooks, basic data transforms; enough JS/Python/scripting to craft compelling demos.
- Solid grasp of cloud & integration basics: REST/gRPC, OAuth/OIDC, eventing/queues, databases, observability, networking fundamentals.
- Security literacy: enterprise security reviews, data residency, audit logging, least privilege, vendor risk questionnaires.
- Excellent storytelling & whiteboarding skills; can tailor message to VP Ops, CIO, and hands‑on engineers.
- Strong program sense: can turn discovery into a scoped POC with crisp success metrics and resourcing plan.
- Domain curiosity for logistics & supply chain; you don’t need to be an expert, but you want to learn fast.
- Thrives in a startup environment: resourceful, adaptable, and proactive in creating solutions.
Nice to have
- Voice/telephony or contact‑center experience (SIP/SIP proxies, Twilio/Telco), or agentic AI/LLMs in production contexts.
- Prior work with enterprise customers in transportation, warehousing, or manufacturing.
- Experience collaborating with forward‑deployed engineers or professional services.
- Experience in Field Engineering, Solutions Architecture, Pre-Sales, or Consulting for enterprise software.