Manager, Solutions Engineering, MM

Leads a Solutions Engineering team supporting commercial and channel-led sales across North America, guiding technical discovery, solution design, demonstrations, and validation. The role requires people-management experience, strong identity-security expertise, channel knowledge, and the ability to partner with Sales through complex consultative cycles.

About the job

Responsibilities

Lead and support a team of Solutions Engineers across commercial and channel-led customer engagements.
Establish consistent approaches to discovery, solution design, demonstrations, proofs of concept (POCs), and technical validation.
Partner with Sales to shape account strategy, identify technical risks, and advance opportunities toward a technical win.
Build relationships with channel partners and support joint customer engagements.
Coach team members through complex customer conversations and support their growth and development.
Use customer feedback, pipeline health, and engagement metrics to improve execution and standardize technical assets.
Champion practical, responsible use of AI and automation.
Collaborate with Product, Marketing, Customer Success, and Engineering to bring customer insights into the business.

Requirements

Background in Solutions Engineering, Sales Engineering, or a related customer-facing technical consulting role supporting complex, consultative sales cycles.
Experience leading or mentoring technical teams, including coaching technical storytelling, executive communication, objection handling, and business-value alignment.
Strong channel experience with Managed Service Providers (MSPs), Value-Added Resellers (VARs), distributors, and technology alliance partners.
Technical foundation in identity and security technologies, including Identity and Access Management (IAM), Privileged Access Management (PAM), Identity Governance and Administration (IGA), authentication, cloud platforms, and SaaS integrations.
Familiarity with MEDDPICC or a similar enterprise sales methodology.
Experience with APIs, scripting, automation platforms, or identity security platforms.
Experience leading change, including transitioning a Solutions Engineering team into a focused, enterprise-grade pre-sales organization.
Proven ability to partner with Account Executives throughout complex, consultative sales cycles.
Experience leading and developing Solutions Engineering teams with a commitment to people management and talent growth.
Strong influence and communication, judgment and prioritization, change leadership, coaching, and accountability skills.
Practical experience using LLMs, AI copilots, and automation to improve research, customer preparation, solution development, and team productivity.

Compensation and Benefits

United States: annual base salary of $131,000 USD–$190,000 USD, commission-eligible.
Canada: annual base salary of $122,000 CAD–$177,000 CAD, commission-eligible.
Benefits may include health, dental, 401(k) or RRSP, paid time off, equity, and applicable incentive programs.
In-person onboarding in Toronto is required for all go-to-market roles.

Skills

Solutions Engineering, Sales Engineering, Identity And Access Management, Privileged Access Management, Identity Governance And Administration, Authentication, Cloud Platforms, Saas Integrations, MEDDPICC, APIs, Scripting, Automation, LLMs, Ai Copilots, Identity Security