Director of Solution Engineering
Aviatrix
About Aviatrix
For enterprises struggling to secure cloud workloads, Aviatrix® offers a single solution for pervasive cloud security. Where current cybersecurity approaches focus on securing entry points to a trusted space, Aviatrix Cloud Native Security Fabric (CNSF) delivers runtime security and enforcement within the cloud application infrastructure itself – closing gaps between existing solutions and helping organizations regain visibility and control. Aviatrix ensures security, cloud, and networking teams are empowering developer velocity, AI, serverless, and what’s next. For more information, visit www.aviatrix.com.
ABOUT THE ROLE:
The Director of Solutions Engineering is responsible for leading a high-performing global team of Solutions Engineers (SEs) who partner closely with Sales, Product, Engineering, and Customer Success teams. You will shape technical sales strategy, optimize solution design processes, and drive technical excellence across all customer engagements. This role requires a strong balance of technical expertise, leadership, and business acumen. This is focused on our Strategic Line of Business. We have another Director focused on the Enterprise business.
Key Responsibilities
1. Strategic Leadership & Team Management
- Lead, scale, and mentor a geographically distributed team of Solutions Engineers.
- Set the vision, goals, and operating model for the Solutions Engineering organization in alignment with company objectives.
- Define and track KPIs for pre-sales effectiveness, POC success, and team productivity.
- Foster a culture of accountability, collaboration, and continuous improvement.
- Enterprise-wide go-to-market strategy development.
- Cross-departmental integration and organizational policy development.
- 3-5 year strategic planning responsibility.
- Impact language to emphasize long-term organizational consequences.
2. Sales Enablement & Technical Strategy
- Partner with Sales leadership to align SE resources to strategic accounts and high-impact opportunities.
- Develop and implement scalable methodologies for customer discovery, technical qualification, solution design, and POCs.
- Define best practices for SE engagement and ensure consistent messaging, demos, and technical value delivery.
- Ensure the SE team is equipped with the tools, content, and training to effectively articulate Aviatrix’s value proposition.
- Make decisions affecting multiple business units/departments.
- Responsible for organizational procedures and budget allocation.
- Long-term impact (3-5 years) on company success.
3. Customer Engagement & Executive Sponsorship
- Act as a senior technical leader and executive sponsor in strategic customer engagements.
- Provide guidance on complex or high-stakes solutions, ensuring technical excellence and business alignment.
- Build trusted advisor relationships with key customer stakeholders, including C-level executives.
- Regular strategic planning sessions with executive team.
- Board-level reporting or briefings capability.
- Major customer negotiations and enterprise deals.
4. Cross-Functional Collaboration
- Work closely with Product Management and Engineering to influence product direction based on field intelligence and customer feedback.
- Collaborate with Marketing on messaging, content creation, and participation in webinars and events.
- Partner with Customer Success and Professional Services to ensure smooth post-sales transitions and successful solution deployments.
5. Thought Leadership & Market Intelligence
- Represent Aviatrix at industry conferences, webinars, and executive briefings.
- Stay ahead of industry trends in cloud networking, security, and automation, and incorporate insights into team strategy and customer conversations.
- Champion innovation within the Solutions Engineering team, introducing new approaches and technologies where appropriate.
- Revenue impact accountability and budget management.
- Cross-functional team leadership beyond direct reports.
- Organizational effectiveness metrics beyond SE team KPIs.
Required Qualifications
- 12+ years in technical pre-sales, solutions architecture, or cloud engineering roles.
- 8+ years of experience managing or leading a high-performing Solutions Engineering or Field Engineering team.
- 3+ years at Senior Manager level, budget management experience.
- Deep technical knowledge of public cloud platforms (AWS, Azure, GCP, OCI), cloud networking, and security architectures.
- Demonstrated ability to influence sales strategy and contribute to revenue growth through technical leadership.
- Exceptional communication and executive presence with experience engaging both technical and non-technical stakeholders.
- Proven track record of leading complex technical sales processes and solution designs in enterprise environments.
- Bachelor’s degree in Computer Science, Engineering, or a related field; advanced degree preferred.
Preferred Qualifications
- Experience scaling Solutions Engineering teams in a high-growth SaaS or cloud-native company.
- Cloud certifications (e.g., AWS Solutions Architect Professional, Azure Solutions Architect Expert) are a plus
- Experience with multi-cloud environments and hybrid cloud architectures.
The US annual OTE salary range for this full-time position is $286,875-337,500 + benefits + 401(k) match + equity and is bonus eligible. The pay range is determined by the role, work location, job-related skills, level, experience and relevant education. The range displayed is applicable only for new hires for the listed position located in the US. Your Talent Advisor can share more details regarding salary ranges, benefits, and equity for your location during the hiring process.
BENEFITS
US: We cover 100% of employee premiums and 88% of dependent(s) premiums for medical, dental and vision coverage, 401(k) match, short and long-term disability, life/AD&D insurance, $1,000/year education reimbursement, and a flexible vacation policy.
Outside the US: We offer a comprehensive benefits package which, (subject to regional variations) could include pension, private medical for you and dependents, generous holiday allowance, life assurance, long-term disability, annual wellbeing stipend
Your total compensation package will be based on job-related knowledge, education, certifications and location, per our aligned ranges.
About Aviatrix
Aviatrix® is the cloud network security company trusted by more than 500 of the world’s leading enterprises. As cloud infrastructures become more complex and costly, the Aviatrix Cloud Network Security platform gives companies back the power, control, security, and simplicity they need to modernize their cloud strategies. Aviatrix is the only secure networking solution built specifically for the cloud, that ensures companies are ready for AI and what’s next. Combined with the Aviatrix Certified Engineer (ACE) Program, the industry’s leading secure multicloud networking certification, Aviatrix unifies cloud, networking, and security teams and unlocks greater potential across any cloud.
WE WANT TO INCLUDE YOU
We embrace the fact that not everyone’s journey took the same route or started at the same place. If your experience doesn’t quite meet the requirements but the opportunity excites you and you believe you could be great, don’t let that hold you back from applying. Tell us what you CAN bring and what makes you special.
Aviatrix is a community where everyone's career can grow and we want to help you achieve your goals and be “your best YOU,” however that looks. If you're seeking an opportunity where you can be excited to start work every morning with enthusiastic people, make a real difference and be part of something amazing then let’s talk. We want to get to know you and how we could grow together.
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