Overview: The Director, Solutions Engineering & Consulting will be responsible for ownership over Sales Engineering and Solution Consulting. Player/Coach in building out more dynamic and mature sales engineering functions to drive better results. Oversee Solution consultants to continue to simplify and tighten up our pre-sales demos and consultations using a value-based sales approach.

Responsibilities:

• Northstar - Help us win more deals by guiding and training the team to sell what’s inside our platform and what components are hard/easy, and by making the process of sales to delivery easier, more predictable, and less of a barrier to victory. In addition, aggressively packaging up new features, roadmap visioning, and train sales and marketing teams for a more robust go-to-market to both scoop up new opportunities and close more deals

Sales Engineering

• Understand, document, and educate what’s OOTB for implementations and understand complexity vs value for all other potential integrations and configurations
  • Detailed explanations of easy/hard for each individual implementation so we can guide the sale to easy
• Partner with sales to educate and try to contain or reduce scope by expounding on the value vs effort
• Own technical sales documentation, scoping, and LOE/pricing from AEs and work with Implementation teams. OWN this process, success and failures
• Grow product/tech acumen to understand what are our out of the box capabilities, what customizations are often important and valuable, and more importantly, what are not impactful to their client’s business and “distractions.” Create data driven sound bytes at all turns to back up your positioning, this will require working with customer success and retail excellence to understand what’s valuable or not.

Launch and Implementations
Be the representative on sales to continue to refine the handoff and efficacy of implementations. Both sales engineers will “watch” over implementations for their respective sales deals

• Understand our platform weaknesses and devise strategies to avoid selling them or mitigating fallout
• Share ideas with sales how to sell against or position against our weaknesses
• Understand shopify connector and strengths and weaknesses

Solution Consulting
Own this process as a manager
Goal is to refine and tighten process, focusing on solution story telling and scalability of this department with same headcount

• Partner with EVP Growth to refine pitch to be less focused on click-click demos and more on vignettes, story telling, showing solutions for clients pains while also flexing Tulip’s strengths and advantages
• Partner with marketing to author a design library of vignettes to pull from
• Train SC team to be more data driven, understanding more from retail excellence and weaving that into their vignettes.

Product GTM, Visioning, and Packaging new features and capabilities
Be the owner of disseminating new product features and training sales and marketing teams for a more robust GTM
Work closely with product team to understand new features and be the SPOC to bring that information to the rest of the sales team

• Collaborate with marketing to develop narratives and sales materials for internal teams to leverage. Train teams on features and devise strategies of how to insert these into sales cycles
• Develop a process to know of new products in the queue and inform sales so we can “sell ahead of our capabilities”
• Build a very simple and streamlined process for disseminating the new products info to the whole sales team. Small, byte size chunks in a format that the sales team can revisit and refresh.
• Be the sales team representative to push and fight for new features/functions that the market is asking for

Requirements:

• Sales Engineering / Pre-Sales Expertise
  • Understanding of SaaS architectures, cloud integrations, and API-driven extensibility.
  • Experience creating level-of-effort (LOE) estimates, technical scoping documents, and statement of work (SOWs) for enterprise deals.
  • Proficiency with value-based selling frameworks (e.g., SPICED, MEDDPICC, and/or Sandler), especially for articulating ROI and reducing solution complexity.

• Solution Consulting / Product Storytelling
  • Strong grasp of solution storytelling, demo design, and narrative-based selling — building vignettes that connect product capabilities to customer pain points.
  • Experience leading or creating demo libraries, vignette templates, and playbooks that standardize messaging and improve scalability across the SC team.
  • Data-driven approach: ability to integrate insights from Customer Success, Retail Excellence, or Product Analytics into sales narratives.

• Soft Skills & Attributes
  • Exceptional communication and storytelling ability; capable of turning technical depth into business value for business or technical participants to C-level audiences.
  • Highly collaborative, empathetic leader who thrives in cross-functional environments.
  • Comfortable with ambiguity and constant change in product-driven fast-paced sales environments.

• Leadership & Management Competencies
  • Proven record as both an individual contributor (able to jump into high-stakes demos) and as a coach developing a scalable presales organization.
  • Skilled in mentorship, team enablement, and fostering collaboration between AEs, SEs, and Product/Implementation teams.
  • Strong operational mindset — capable of building repeatable processes for demo creation and execution, technical solution presentation, and technical/delivery handoffs.

• Experience Expectations
  • 3-5 years leading solution consulting / sales engineering in an enterprise SaaS context.
  • Proven success in a presales or solutions leadership role within retail tech, commerce, POS, or CX platforms.
  • Experience scaling presales teams from early-stage maturity to structured, repeatable operations.
  • Direct experience with Retail Operations, Marketing, and/or CX is a plus.