Senior Solutions Engineer

Role Overview

• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close, and progress those opportunities through evaluation, shortlist, and proof-of-concept stages to support win rate and quota attainment across your supported cohort.
• Develop and deliver tailored product demonstrations that are simple but engaging, across Higher Education, K12, further education, government, and corporate learning.
• Discover and analyse individual customer goals and pain points, looking beyond the immediate requirement to design solutions that fit the customer's wider ecosystem and long-term objectives.
• Analyse and respond to technical requirements in RFIs and RFPs, determining which Instructure solutions, services, and partners are needed to meet client needs.
• Address integration and deployment requirements including SIS interoperability, SSO and identity, APIs, data residency, hosting, security reviews, and compliance frameworks.
• Document customer requirements to support a successful evaluation, proof of concept, and implementation, and facilitate a clean handoff to post-sales teams.
• Partner closely with our customer experience teams to ensure an outstanding customer experience, for life.
• Share your expertise across the EMEA SE team, mentoring colleagues, contributing to enablement and professional development, and maintaining an organised, current, and instructionally relevant demo environment and technical toolkit.
• Be a lifelong learner, developing your own and your team's skills continuously, and stay informed on regional education trends, procurement policies, and digital transformation initiatives across EMEA.

Requirements

• 3-5 years of sales engineering, solution consulting, or technical pre-sales experience in a SaaS environment.
• Applied understanding of teaching, instructional design, or education administration.
• Technical understanding of education technology, web technology, systems integration, SaaS, student information systems, APIs, SSO, and cloud platforms.
• Demonstrable experience responding to RFIs and RFPs, ideally within government, enterprise, or large-scale education sectors.
• Articulate and compelling presentation skills, with the ability to present to faculty, IT leaders, and executives, both virtually and face to face, in high-stakes scenarios.
• The confidence to voice a point of view, challenge assumptions constructively, and guide senior stakeholders through complex evaluation decisions.
• Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• Self-motivated, self-reliant, collaborative, and communicative.
• Willing to travel up to 30% across EMEA.

Tech Stack

• Cloud

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program
• because everyone should have a stake in our success.
• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
• The technology and tools you need to do your best work
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection