• Own and scale the Solutions Engineering function, setting the technical pre-sales strategy that enables consistent success across mid-market and enterprise deals. • Define the technical sales motion, including discovery standards, solution architecture, demonstrations, pilots, and proof-of-value frameworks. • Serve as the executive technical authority in complex, high-value customer engagements, supporting strategic deals, executive briefings, and escalations. • Partner closely with Sales leadership to align technical strategy with pipeline priorities, deal stages, and revenue targets. • Establish enterprise-grade processes for technical evaluations, RFP/RFI responses, security reviews, and architectural validation. • Build strong, operating-level partnerships with Product and Engineering to translate customer needs into roadmap influence, product feedback, and scalable solution design. • Develop and enforce standards for solution architecture, deployment models, and integration patterns to ensure repeatability, scalability, and customer success. • Own Solutions Engineering enablement, including training, certification, tooling, and best-practice documentation for technical selling excellence. • Lead, hire, and develop high-performing Solutions Engineering leaders and individual contributors, building depth, succession, and technical credibility. • Establish performance metrics and inspection rigor across the Solutions Engineering organization, including win rates, deal velocity, technical conversion, and customer outcomes. • Stay deeply informed on industry trends, competitive technologies, and customer operational challenges to ensure Tractian remains technically differentiated in the market.