Solution Engineer (Aerospace & Defense)

Ibaset; United States; Hybrid; USD 120,000 - 160,000; Full time

Job summary

iBase-t is seeking a Solution Engineer to own the deal from qualification through Solution Accepted. You will partner with Account Executives on strategy, lead demonstrations and evaluations, and work alongside Solution Architects who own pre-delivery technical authority.

You don't need to be the most technical person; you need to be the most effective at moving deals forward. You will own the full SE cycle, build demo plans, tailored customer evaluations, and success criteria documents.

Qualifications

• 5+ years as a Solution Engineer or pre-sales professional in enterprise software.
• Proven track record managing complex multi-stakeholder sales cycles.
• Experience building demo plans, evaluation frameworks, and success criteria.
• Familiarity with discrete manufacturing, A&D operations, or MES/MRO concepts.
• Bachelor's degree or equivalent; willing to travel up to 50%.

Responsibilities

• Own the deal through the full SE cycle: discovery, design, evaluation, and acceptance.
• Build and execute demo plans, evaluation frameworks, and success criteria documents.
• Lead tailored product demonstrations and proofs of concept.
• Coordinate with Account Executives to define account strategy and resources.
• Work with Solution Architects on pre-delivery technical authority; focus on business value.
• Build CxO-level relationships and connect customer priorities to capabilities.
• Support RFx processes, scoping, and pricing strategies with sales and services.
• Contribute as a subject matter expert at marketing and industry events.
• Provide feedback to Product Development on customer needs and market trends.
• Deliver a complete pre-sales handoff to Solution Architects and Customer Success.

Skills

Solution Engineer

Pre-sales

Technical sales

A&D knowledge

Demo planning

Stakeholder management

Education

Bachelor's degree or equivalent

Job description

We’re Hiring – Here’s Why You Might Be a Great Fit

Are you an experienced pre-sales engineer or technical sales professional who thrives in high-stakes conversations with Aerospace & Defense (A&D) customers? Tired of supporting software solutions that feel like a square peg in a round hole for the complex needs of A&D? We hear you—and we’d love to chat.

Do any of these sound familiar?

You’ve worked as a Solution Engineer for MES, MRO, ERP, or PLM products, but the solutions always felt like they needed too much customization for the A&D market.

You love technology but also love solving real problems for customers, not just giving feature demos.

You understand the realities of the A&D shop floor—the compliance headaches, the production challenges, and the need for a solution that just works.

You’re ready to support a market-leading MES/MRO solution built specifically for A&D, trusted by 9 of the top 10 A&D companies, with 90%+ requirements fit out of the box.

You want to be part of a winning team that crushed its FY25 goals with:

• 173% YoY growth in license subscriptions
• 100% sales attainment (All Solution Engineers exceeded their team quotas and individual quota)
• 93% YoY increase in total contract value

If that’s you—let’s connect.

Job Summary

As a Solution Engineer at iBase-t, you own the deal from qualification through Solution Accepted. You partner with Account Executives on strategy, lead demonstrations and evaluations, and work alongside Solution Architects who own pre-delivery technical authority. You don't need to be the most technical person in the room; you need to be the most effective at moving deals forward.

Essential Functions

• Own the deal through the full SE cycle: discovery, solution design, evaluation, and Solution Accepted.
• Build and execute demo plans, evaluation frameworks, and success criteria documents for every qualified opportunity.
• Lead tailored product demonstrations and proof of concepts structured around the customer's business problems, not feature lists.
• Partner with Account Executives to define account strategy and coordinate deal-specific resources.
• Work alongside Solution Architects, who own pre-delivery technical authority, your focus is deal strategy, business value, and stakeholder alignment.
• Build CxO-level relationships and connect customer priorities to iBase-t's capabilities.
• Support RFx processes, solution scoping, and pricing strategies in collaboration with sales and services.
• Contribute as a subject matter expert at marketing and industry events.
• Provide feedback to Product Development on customer needs and market trends.
• Deliver a complete pre-sales handoff to Solution Architects and Customer Success at contract.

Requirements & Experience

• 5+ years as a Solution Engineer or pre-sales professional in enterprise software – not just delivering demos, but running cycles. Proven track record managing complex, multi-stakeholder sales cycles from qualification through close. Experience building demo plans, evaluation frameworks, and success criteria documentation as part of your standard process.
• Familiarity with discrete manufacturing, A&D operations, or MES/MRO concepts – enough to hold the room.
• Strong business acumen and the ability to connect customer priorities to software value.
• Bachelor's degree or equivalent experience.
• Willingness to travel up to 50%; working remotely when not traveling.

Compensation

• Competitive base salary + commission structure tied to team success.

Let’s Build Something That Lasts

If you're ready to help A&D companies solve their toughest challenges with MES/MRO software built for their world – and you want to help in standing up a world-class SE organization while you do it – we want to talk to you.