Senior Director, AI & Cloud Solutions Engineering

Solo.io, Inc.; Oregon; Hybrid; USD 190,000 - 260,000; Full time

Job summary

Solo.io, Inc. is seeking a Director of Solutions Engineering to lead and develop a regional SE team across Central and West regions. You will win technical evaluations, mentor engineers, and drive architecture sessions, POCs, and executive engagements.

You will partner with sales leadership to shape account strategy, build repeatable discovery and demo assets, and maintain a strong technical win rate across complex enterprise opportunities.

Qualifications

• 8+ years in technical pre-sales (Solutions Engineer, Sales Engineer, Solutions Architect, or Field Engineer) for infrastructure software.
• 3+ years directly managing SEs.
• Proven hiring and development of SEs with improved win rate/POC conversion.
• Experience selling to enterprise platform engineering, infrastructure, and security teams on complex deals.
• Experience in open source/open-core sales motions with community-to-enterprise conversion.
• Fluent in a formal sales methodology (e.g., MEDDPICC) and ability to coach a team to use it.
• Strong communication and presentation skills with both engineers and executive buyers.
• Located in Central or West US, willing to travel to customers/events.

Responsibilities

• Lead and develop a team of Solutions Engineers across Central and West regions.
• Occasionally lead architecture sessions and POCs for complex opportunities.
• Own regional technical wins, decide where to go deep or qualify out, and set POC success criteria.
• Partner with regional sales on account strategy, SE coverage, deal reviews, and forecast accuracy.
• Create repeatable assets like discovery frameworks, reference architectures, and demo environments.
• Position Solo against competing open source, hyperscalers, and API gateway/service mesh providers.
• Provide voice of the field to product management, engineering, and marketing.

Skills

Kubernetes

Istio

Envoy

Gateway API

L4/L7 networking

mTLS

Zero-trust security

MEDDPICC

Executive communication

Team leadership

Education

Bachelor’s degree in Computer Science or related field

Tools

Envoy

Gateway API

Cilium/eBPF

Job description

Solo.io, Inc. is seeking a Director of Solutions Engineering to lead and develop a regional SE team across Central and West regions. You will win technical evaluations, mentor engineers, and drive architecture sessions, POCs, and executive engagements.

You will partner with sales leadership to shape account strategy, build repeatable discovery and demo assets, and maintain a strong technical win rate across complex enterprise opportunities.