Manager of Solutions Engineering

FMX is a cloud-based software company specializing in facility maintenance and management solutions. They are seeking a Manager of Solutions Engineering to lead their pre-sales technical organization, manage a team of Solution Engineers, and ensure that customers understand the value of FMX solutions.

Responsibilities:

• Hire, coach, and develop a high-performing team of Solution Engineers
• Build both technical depth and consultative selling skills within the team
• Foster a culture of curiosity, accountability, and continuous improvement
• Establish clear performance expectations and career development paths
• Partner with Sales to qualify opportunities and improve deal quality
• Identify and communicate product-market fit gaps to the Product team, including timelines for future functionality or confirmation that gaps will not be addressed. Partner with Sales Enablement and Sales Leadership to adjust targeting strategy when needed
• Support successful client transitions from pre-sales to implementation by establishing clear expectations, scope, and handoff processes when product-market fit is confirmed, and clients select FMX
• Ensure delivery of high-quality, tailored product demonstrations that clearly articulate value and differentiation
• Validate that proposed solutions align with customer requirements, constraints, and desired outcomes. Identify risks, gaps, or misalignments early in the sales cycle
• Oversee technical discovery, solution design, and validation to align with customer needs and use cases
• Establish best practices for demos, proofs-of-concept, and technical presentations
• Partner with RevOps and/or finance to determine the most effective use of solution engineering resources based on their impact on win rates, average deal size, deal velocity, and SaaS Magic Number (ARR for the quarter divided by sales and marketing spend for the previous quarter)
• Reallocate resources and propose changes to the team, their focus, and processes to deliver improvements in win rates, average deal size, deal velocity, and SaaS Magic Number, where an SE resource(s) was utilized to the CRO via business cases
• Develop and refine playbooks for discovery, demos, and solution design
• Implement tools and processes to improve efficiency and consistency across the team
• Drive the use of reusable assets, demo environments, and solution templates
• Determine whether specific segments and bands require SE resources or whether AEs can deliver the demo using live software or demoware

Requirements:

• 5-8+ years in Solutions Engineering, Sales Engineering, or similar pre-sales technical roles within a SaaS environment
• 3-5+ years of people management experience leading technical or pre-sales teams
• Strong experience supporting complex, multi-product sales cycles across multiple customer segments
• Proven ability to partner effectively with Sales, Product, and post-sales teams
• Excellent communication skills with the ability to translate technical concepts into business value
• Strong understanding of SaaS architectures, integrations, and enterprise workflows
• Willingness to travel (:20-40%) for customer engagements, team collaboration, and industry events
• A match with our values: Teamwork, Excellence and Integrity
• Experience with CMMS/CAFM platforms or facilities-related solutions is a plus
• Familiarity with modern demo tools, data environments, and solution design methodologies
• Ability to quickly learn and evangelize new technologies and product capabilities