The posting
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Vice President, Solutions Engineering based in the United States.
This executive leadership role offers the opportunity to shape and scale a global Solutions Engineering organization within a complex cybersecurity environment. You will lead the strategy and execution of the global presales function, strengthening technical sales capabilities and helping drive revenue growth, competitive wins, and customer confidence. Working closely with executive leadership and regional sales teams, you will establish a consistent operating model, develop technical talent, and optimize resource allocation across markets. You will also serve as a trusted advisor to enterprise customers, helping them navigate sophisticated security requirements and solution architectures. Through close collaboration with Product, Engineering, Marketing, Partnerships, and Customer Success, you will connect customer needs with product innovation and commercial strategy. This remote leadership position combines deep cybersecurity expertise, strategic influence, and a strong focus on measurable business outcomes.
Accountabilities:
- 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.
- At least 15 years of experience in enterprise cybersecurity or software presales, Solutions Engineering, or technical consulting, including substantial leadership of regional or global teams.
- Demonstrated success building, scaling, or transforming a globally distributed Solutions Engineering organization.
- Proven ability to improve technical win rates, proof-of-concept conversion, sales efficiency, deal velocity, or other measurable revenue outcomes through effective presales leadership.
- Deep expertise in at least one core area of authentication, identity and access management, fraud prevention, digital identity, or mobile application security, with working knowledge of adjacent domains.
- Experience selling complex enterprise solutions into financial services, government, or other regulated industries.
- Strong understanding of hardware, software, SaaS, and hybrid deployment environments.
- Ability to engage credibly with C-level executives while guiding architects, developers, security professionals, and other technical stakeholders.
- Practical architectural knowledge of APIs, SDKs, integrations, cloud and on-premises environments, and enterprise security design.
- Strong commercial judgment and executive partnership skills, including resource allocation, deal strategy, pipeline analysis, and collaboration with global sales leadership.
- Experience enabling system integrators, resellers, and technology partners, with the ability to influence and lead within a matrixed organization.
- Excellent communication, presentation, people leadership, and stakeholder management skills.
- Fluency in English; additional languages are an advantage.
- Bachelor's degree in a relevant discipline or equivalent practical experience; an advanced degree is preferred.
- Ability to operate strategically while remaining close to technical evaluations, customer needs, and commercial execution.
- Base salary: $250,000–$300,000 USD, depending on experience and qualifications.
- Additional commission-based compensation.
- Remote position based in the United States.
- Opportunity to lead and transform a global technical presales organization.
- Senior executive exposure and direct collaboration with revenue leadership.
- The source description does not provide specific details about healthcare coverage, retirement contributions, paid leave, or other employee benefits.
How Jobgether works:
We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.
We appreciate your interest and wish you the best!
Why Apply Through Jobgether?
Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.
#LI-CL1
