Director, Solutions Engineering

Job not on LinkedIn

🔥 39 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💻 Solutions Engineer

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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solo.io

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2017

🔌 API

🏢 Enterprise

API • Cloud Computing • Enterprise

Solo. io is a company specializing in cloud-native API management and service connectivity solutions. Their products, such as Gloo Gateway and Gloo Mesh, aim to automate security, observability, resiliency, and traffic control for APIs and workloads in any environment. Built on leading open-source technologies like Envoy, Kubernetes, and Istio, Solo. io provides solutions for zero-trust, federated, and omni-directional cloud connectivity. Their focus includes helping organizations transition to modern cloud infrastructures by offering scalable, operable, and high-performance tools for managing service and API connections.

📋 Description

• Lead and develop a team of Solutions Engineers across the Central and West regions • Coach the team on discovery, demos, POC strategy, and executive communication • Act as technical executive sponsor on the region’s largest and most complex opportunities • Lead architecture sessions, design reviews, and objection handling • Own the technical win in the region and establish POC success criteria • Partner with regional sales leadership on account strategy, SE coverage, deal reviews, and forecast accuracy • Build discovery frameworks, reference architectures, demo environments, and POC playbooks • Position Solo against open source DIY, hyperscaler offerings, and competing infrastructure, API gateway, and service mesh vendors • Bring customer and competitive feedback to product management, engineering, and marketing • Represent Solo through customer workshops, meetups, industry events, and technical content creation

🎯 Requirements

• 8+ years of experience in technical pre-sales for infrastructure software • 3+ years directly managing Solutions Engineers • Proven record of hiring and developing SEs and improving technical win rate or POC conversion • Deep hands-on expertise in Kubernetes, agentic infrastructure, service mesh such as Istio, API gateways such as Envoy, L4/L7 networking, mTLS, and zero-trust security • Experience selling to enterprise platform engineering, infrastructure, and security teams on complex, multi-stakeholder deals • Experience in an open source or open-core sales motion • Fluency in a formal sales methodology such as MEDDPICC or Command of the Message • Strong communication and presentation skills • Located in the Central or West US, with willingness to travel to customers and events in region • Experience with Gateway API, Cilium/eBPF, or another API gateway or service mesh product is a plus • Working knowledge of AI/LLM workloads or agent infrastructure is a plus • Background at a CNCF-ecosystem or open-core infrastructure company, or regulated-industry experience, is a plus • A bachelor’s degree in Computer Science or a related field, or equivalent practical experience

🏖️ Benefits

• Equal Opportunity Employer • Fun and fast-paced work culture • Collaborative work with customers, partners, and open source communities • Hands-on education and architectural best-practice engagement with customers