humanoid - Head of Solutions Engineering

• Lead customer site visits and operational assessments to understand workflows, volumes, layouts, materials, shift patterns and constraints; identify repeatable, high-value use cases for humanoid robotics. • Align customer Operations, Engineering, IT, Safety, Procurement and executive stakeholders on the problem to solve and measurable success criteria, including throughput, availability, accuracy and human intervention. • Build credible business cases and fleet-sizing models covering utilisation, labour assumptions, total cost of ownership, payback and sensitivity to performance and deployment ramp-up. • Solution design and Product partnership: • Define solution concepts, workflows, layouts, robot configurations, infrastructure and interfaces with customer systems such as WMS, MES, ERP and existing automation. • Work with Product and Engineering to validate feasibility, distinguish demonstrated capabilities from development requirements, and agree capability gaps, owners, validation plans and realistic timelines. • Translate customer demand into prioritised Product requirements, balancing commercial value, engineering effort and the potential to reuse capabilities across customers. • Identify safety, cybersecurity and deployment compliance requirements, coordinating with the relevant specialists and documenting the actions needed for customer approval. • Technical pre-sales and commercial enablement: • Own the technical content of proposals, solution specifications, statements of work, RFI/RFP responses and customer technical due diligence, working with Commercial and Legal on commitments. • Provide technical cost and resource estimates to support pricing, deployment planning and commercial risk assessment. • Create and maintain the full pre-sales technical library: capability and performance evidence, use-case descriptions, technical presentations, reference architectures, layouts, integration guides, FAQs, demonstration assets, business-case models and requirements/SOW templates. • Train Commercial colleagues and relevant partners to qualify use cases, gather the right site data and communicate approved technical capabilities consistently. • Use operational modelling and simulation to assess suitability and deployment economics, including Humanoid AnalitIQ where appropriate. • Validation, acceptance and deployment handover: • Define the technical scope of demonstrations, proofs of concept and pilots, including baseline measurements, test conditions, resources, milestones, pass/fail criteria and the evidence required for acceptance. • Work with Commercial to connect each evaluation to a measurable long-term business case and a credible path to larger fleet or multi-site deployment. • Coordinate technical input to trials with Product, Engineering and Deployment; evaluate results, resolve gaps and translate learning into revised requirements and reusable material. • Build and lead the global function: • Define the Solutions Engineering operating model, ownership, technical review process and engagement with regional sales teams, Product, Engineering and Deployment. • Develop a phased hiring and coverage plan across the UK/EU, US and MENA, aligned to pipeline value, opportunity complexity, travel demand and delivery capacity. • Recruit, onboard, coach and lead regional Solutions Engineers, establishing consistent standards for discovery, solution design, technical documentation and commercial judgement. • Establish the tools, CRM discipline, knowledge base and reporting needed to track requirements, feasibility decisions, proposal progress, technical risks and team performance. • 8+ years of proven experience in Solutions Engineering, Solutions Architecture, Pre-Sales Engineering or a similar customer-facing technical role, ideally within robotics, industrial automation or complex hardware solutions. • Solid understanding of industrial workflows, automation systems and integrations with platforms such as WMS, MES and ERP. • Strong commercial acumen, with experience building business cases, ROI models, fleet-sizing estimates, TCO assessments and deployment cost models. • Ability to work cross-functionally with Commercial, Product, Engineering, Deployment and customer stakeholders to validate feasibility, manage technical risks and align on delivery commitments. • Direct experience with humanoid robotics, autonomous mobile robots (AMRs), industrial robotics or AI-driven automation. • Familiarity with operational modelling, simulation tools and robotics deployment economics. • Experience scaling a Solutions Engineering or technical pre-sales function in a high-growth technology company. • Willingness to travel to customer sites and work closely with teams and customers across the UK/EU, US and MENA.