Senior Solutions Engineer

About the role:

Due to the expansion of the Public Sector Business Unit our customer is looking for a senior technical client advisor to support their Defence, UK Security, Law Enforcement & Justice customers.

In this role, you will combine technical credibility, industry understanding and strong relationship-building skills to help clients solve complex mission challenges through data, AI and advanced analytics.

You will act as a trusted advisor and primary technical contact, shaping customer engagements, translating business needs into compelling customer solutions, and leading the technical strategy for new opportunities in close partnership with account teams and wider specialists.

Key responsibilities and characteristics as follows:

• Be an advisor, providing guidance on how public sector organisations can create business value and support their goals through the use of data and deployment of AI and analytical solutions.
• Act as the primary technical contact between the client and our customer, translating client business needs to value-generating solutions based on products (software and cloud) and associated services.
• Define and execute the technical strategy, working independently from, but in alignment and close partnership with, the account executive and wider engagement team.
• Provide technical and pre-sales leadership to new business opportunities, engaging with technical and business audiences – defining and owning the technical engagement plan, building and leading multi-discipline teams in pursuit of these opportunities.
• Be responsible for dealing with complex customer situations using knowledge of industry standards, solutions and the customer’s technology landscape to help deliver win-win outcomes for the customer and for the wider business.
• Deliver a high-quality, high-impact customer experience and demonstrate our customer’s value through various mediums (presentations, discussions, demonstrations POCs etc).
• Use domain (technical and industry) knowledge to create a compelling vision to influence all stakeholders in formal and informal meetings, adapting the material to suit the audience and using influencing and negotiation skills to overcome internal and external objections.

Ideal requirements:

• UK Security Clearance – ideally DV.
• 5+ experience in a similar role (business partner relationship, sales, technical) within the technology industry
• A broad mix of technical knowledge, understanding of enterprise architecture with knowledge of architecture standards and cloud platforms
• A passion for AI and how it’s application can make the world a safer, healthier and fairer place – and ideally with experience in topics such as data management, AI, analytics, fraud detection and intelligence
• Willingness to travel to customer sites as required; skills to be hands-on in customer-facing situations; for example - facilitate workshops, gather requirements, and be comfortable delivering software demonstrations as needed
• Ideally - previous experience of working in the territory - MOD (as a civil servant or in one of the services) or UK Policing/UK Security

Skills:

• Customer discovery, active listening and high-value questioning
• Translating business and mission requirements into compelling business solutions
• Business and industry acumen, with the credibility to become a trusted customer advisor
• Value-based selling and the ability to connect technology to value and measurable customer outcomes
• Clear and engaging storytelling, presentation, written and demonstration skills - for both technical and executive audiences
• Workshop facilitation, requirements gathering and creative problem-solving
• Influencing, negotiation and objection-handling skills
• High EQ to building trusted relationships – with customers, and internally for cross-functional collaboration and virtual team leadership
• Curiosity, adaptability and a commitment to continuous learning
• Strong organisation, prioritisation and project leadership skills