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Dir, Solutions Engineering

3 hours, 48 minutes ago
United States
Full-time
Executive
Solutions Engineer
Customer and Technical Support
Envoy Kubernetes
Apply Now
Solo.io

Solo.io

Solo.io provides API Gateway and Service Mesh solutions, including Gloo Edge and Gloo Mesh, for cloud-native applications, offering high performance networking, observability, and security.

Internet Software & Services
51-250
Founded 2017
$172M raised
View All Jobs 6

Description

  • Lead, coach, and develop Solutions Engineers across the Central and West regions.
  • Serve as technical executive sponsor for complex opportunities, architecture sessions, design reviews, and objection handling.
  • Own regional technical-win strategy, including deal qualification and POC success criteria.
  • Partner with regional sales leadership on account strategy, SE coverage, deal reviews, and forecast accuracy.
  • Create repeatable discovery frameworks, reference architectures, demo environments, and POC playbooks.
  • Position Solo against DIY open source, hyperscalers, and competing infrastructure, API gateway, and service mesh products.
  • Provide structured customer and competitive feedback to product, engineering, and marketing teams.
  • Represent Solo through customer workshops, meetups, industry events, and technical content.

Requirements

  • 8+ years of technical pre-sales experience in infrastructure software and 3+ years managing Solutions Engineers.
  • Proven experience hiring and developing SEs and improving technical win rates or POC conversion.
  • Hands-on expertise with Kubernetes, agentic infrastructure, service mesh, API gateways, L4/L7 networking, mTLS, and zero-trust security.
  • Experience selling complex solutions to enterprise platform engineering, infrastructure, and security teams.
  • Experience with open source or open-core sales motions.
  • Fluency in MEDDPICC, Command of the Message, or a similar sales methodology.
  • Strong communication and presentation skills for technical and executive audiences.
  • Located in the Central or West US and willing to travel regionally.
  • Gateway API, Cilium/eBPF, AI/LLM workloads, CNCF ecosystems, regulated industries, or related products experience preferred.
  • Bachelor’s degree in Computer Science or a related field, or equivalent practical experience.

Benefits

  • Collaborative, fast-paced work culture.
  • Opportunities to work directly with enterprise customers, partners, and open source communities.
  • Hands-on involvement in technology innovation, architectural best practices, and customer education.
  • Equal opportunity workplace.

Interested in this position?

Apply directly on the company website

Apply Now

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