Principal Solutions Engineer

TravelCenters of America; United States; On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

401(k) Plan

HSA and FSA

Flexible PTO

Tuition reimbursement

ID Theft Protection Program

Job summary

Fortra is seeking a Principal Solutions Engineer in the United States to lead technical, strategic, and presales activities across key customer opportunities. You will act as a trusted advisor, design comprehensive solution proposals, and mentor team members while guiding deployments and validations.

You will partner with sales, participate in discovery, deliver tailored product demonstrations, and articulate the value of Fortra's solutions to executives, ensuring successful deal outcomes and

Qualifications

• Bachelor's degree in Computer Science, Information Technology, Engineering, or a related technical field preferred. Equivalent combination of education and experience will also be considered.
• Minimum of 6 years of experience in IT, technical presales, solutions engineering, technical consulting, software development, or technical support roles.
• Minimum of 2 years of experience in customer-facing engagements, including presentations, demonstrations, workshops, or technical advisory activities.
• Strong verbal and written communication skills, with the ability to present complex technical concepts to both technical and non-technical audiences.
• Proven ability to educate, train, and influence customers, partners, and internal stakeholders in a technical environment.
• Solid technical foundation across relevant technologies, platforms, and solution architectures.
• Strong analytical and problem-solving skills, with the ability to assess customer requirements and develop effective technical solutions.
• Excellent attention to detail, organizational skills, and the ability to manage multiple priorities simultaneously.

Responsibilities

• Partner closely with Sales Representatives throughout the sales cycle to support prospective customers and drive successful outcomes.
• Conduct discovery sessions to understand customer challenges, business requirements, and objectives, then recommend solutions that best address their needs.
• Develop, present, and deliver high-impact product demonstrations tailored to customer use cases.
• Own the technical evaluation process, including product trials, proof of concepts (POCs), and solution validation activities.
• Identify and address technical and functional objections throughout the sales process, collaborating with internal teams to develop effective solutions.
• Develop and defend solution proposals, clearly articulating the value of Fortra's products and services to stakeholders at all levels, including C-suite executives.
• Estimate professional services requirements and develop project plans, when needed, to support successful customer deployments.
• Maintain a strong understanding of competitive offerings and effectively position Fortra's differentiators throughout the sales process.
• Develop broad knowledge of the Fortra portfolio to identify and drive cross-selling and upselling opportunities.

Skills

Technical presales

Solutions engineering

Customer-facing engagements

Strong communication

Solution architectures

Analytical problem solving

Attention to detail

Project prioritization

Education

Bachelor's degree in computer science/IT/engineering or related field

Job description

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

We are seeking a highly experienced and technically adept Principal Solutions Engineer to join our Sales team. In this role, you will act as a trusted technical advisor and subject matter expert for one or more solutions within the Fortra portfolio. You will lead pre-sales activities by identifying customer requirements, demonstrating product capabilities, and designing comprehensive solution proposals that align with business needs. As a senior technical authority, you will proactively manage complex functional, technical, and architectural aspects during the sales process, while mentoring team members and influencing strategic decisions.

Additionally, you will contribute to marketing initiatives such as webinars, tradeshows, and thought leadership content. This position demands deep product knowledge, exceptional communication skills, and the ability to drive innovation and customer success.

WHAT YOU'LL DO

Sales Activities

• Partner closely with Sales Representatives throughout the sales cycle to support prospective customers and drive successful outcomes.
• Conduct discovery sessions to understand customer challenges, business requirements, and objectives, then recommend solutions that best address their needs.
• Develop, present, and deliver high-impact product demonstrations tailored to customer use cases.
• Own the technical evaluation process, including product trials, proof of concepts (POCs), and solution validation activities.
• Identify and address technical and functional objections throughout the sales process, collaborating with internal teams to develop effective solutions.
• Develop and defend solution proposals, clearly articulating the value of Fortra's products and services to stakeholders at all levels, including C-suite executives.
• Estimate professional services requirements and develop project plans, when needed, to support successful customer deployments.
• Maintain a strong understanding of competitive offerings and effectively position Fortra's differentiators throughout the sales process.
• Develop broad knowledge of the Fortra portfolio to identify and drive cross-selling and upselling opportunities.

Partner Activities

• Collaborate with channel partners on customer visits, demonstrations, proposals, events, and other joint sales activities.
• Support partner recruitment efforts by participating in discussions with prospective partners.
• Contribute to partner enablement initiatives, including technical training and functional onboarding.
• Deliver technical presentations and respond to technical questions during partner and customer engagements.

Industry Events

• Represent Fortra at trade shows, user group meetings, conferences, and virtual events.
• Deliver presentations and product demonstrations at industry events as appropriate.

Product and Technical Marketing

• Participate in webinars and online events focused on industry and product-specific topics.
• Support the launch of new products, solutions, and product releases.
• Serve as a subject matter expert on assigned products, understanding customer use cases, competitive positioning, and field enablement requirements.

As a Principal Solutions Engineer, You Will:

• Participate in and help drive strategic, high-value sales opportunities.
• Operate with a high degree of independence and minimal supervision.
• Effectively position and articulate the value of a broad range of Fortra solutions.
• Develop deep technical expertise in assigned products and solutions.
• Understand how products integrate within customers' broader technology ecosystems and business processes.
• Serve as a trusted technical advisor to Sales teams, providing guidance that increases the likelihood of successful deal outcomes.
• Advise customers and internal stakeholders on complex technical requirements, solution architectures, and deployment strategies.
• Provide feedback and recommendations to Product Management and Engineering teams to influence product enhancements and innovation.
• Continuously evaluate and improve business analysis and solution design processes to increase effectiveness, efficiency, and customer value.

QUALIFICATIONS

• Bachelor's degree in Computer Science, Information Technology, Engineering, or a related technical field preferred. Equivalent combination of education and experience will also be considered.
• Minimum of 6 years of experience in IT, technical presales, solutions engineering, technical consulting, software development, or technical support roles.
• Minimum of 2 years of experience in customer-facing engagements, including presentations, demonstrations, workshops, or technical advisory activities.
• Strong verbal and written communication skills, with the ability to present complex technical concepts to both technical and non-technical audiences.
• Proven ability to educate, train, and influence customers, partners, and internal stakeholders in a technical environment.
• Solid technical foundation across relevant technologies, platforms, and solution architectures.
• Strong analytical and problem-solving skills, with the ability to assess customer requirements and develop effective technical solutions.
• Excellent attention to detail, organizational skills, and the ability to manage multiple priorities simultaneously.

Preferred Qualifications

• Experience supporting enterprise software sales cycles, including technical discovery, solution design, proof of concepts (POCs), and product demonstrations.
• Ability to translate business requirements into technical solutions and clearly articulate value propositions.
• Experience working collaboratively with Sales, Product Management, Engineering, and Professional Services teams.
• Strong understanding of modern IT infrastructure, cloud technologies, cybersecurity, networking, or related enterprise technologies.
• Demonstrated ability to build trusted relationships with customers, partners, and executive stakeholders.

Compensation: 140,000 USD - 180,000 USD

At Fortra, we’re breaking the attack chain. Ready to join us?

At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set.

As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes:

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Tuition and personal enrichment reimbursement
• Option to enroll in ID Theft Protection Program

At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.

Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn.

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.