Sales/Solution Engineer
RemoteSeniorWWManufacturingCloud ComputingSales EngineerCustomer Success EngineerCustomer SuccessProspectingAWSLinuxAzure
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Requirements
- 5+ years in a Solutions Engineering, Sales Engineering, or Customer Success Engineering role.
- Deep industry expertise in industrial automation, IIoT, smart manufacturing, or related fields.
- Track record of identifying additional solution opportunities within enterprise accounts.
- Experience with technologies such as Node-RED, MQTT, OPC-UA, SCADA systems, PLCs, or edge computing.
- Strong communication skills - comfortable engaging engineers, architects, and executive stakeholders.
- High degree of initiative and ability to manage customer relationships across the lifecycle.
- Willingness to travel occasionally for key customer engagements.
- Hands-on experience deploying Node-RED at scale.
- Familiarity with Unified Namespace or other modern industrial data architectures.
- Experience with containerization, cloud (AWS/Azure), or Linux-based edge devices.
- Multilingual skills (e.g., German, French, Spanish).
- Familiarize yourself with the FlowFuse product, platform capabilities, and target customer profiles.
- Understand existing sales processes, customer success methodologies, and relevant internal tools.
- Meet with key internal stakeholders across Sales, Product, and Engineering teams.
- Begin shadowing customer calls, demos, and technical engagements to learn our approach.
- Review and provide feedback on existing solution architecture documentation and sales enablement materials.
- Start leading portions of customer demos and technical discussions with guidance.
- Develop a deep technical understanding of FlowFuse and its integration points within industrial environments.
- Engage in your first set of technical PoCs, contributing to design and execution
- Take ownership of specific pre-sales and post-sales customer engagements, leading technical discussions and solution design.
- Proactively identify and propose opportunities for expanding FlowFuse's value within customer accounts.
- Contribute to internal knowledge sharing, developing best practices or technical guides based on customer interactions.
- Start building relationships with customer technical champions to facilitate long-term success and strategic alignment.
- Initial Screening: Review resumes and cover letters to assess candidate qualifications, experience, and domain expertise.
- First Interview (Technical & Role Fit): Conduct a phone or video interview to evaluate technical knowledge relevant to industrial automation, IIoT, and solutions engineering, as well as communication skills. Conducted by the hiring manager.
- Second Interview (Deep Dive & Customer Experience): In-depth interview with the hiring manager and other team members to discuss specific experience in customer-facing technical roles, complex problem-solving, and managing customer lifecycles. Conducted by the Head of Professional Services.
- Technical Presentation / Case Study: Candidate will prepare and deliver a presentation on a technical solution or a case study of a past customer engagement demonstrating their problem-solving and communication skills.
- STAR Interview (Behavioral Alignment): A behavioral interview to understand past experiences and assess alignment with FlowFuse's values, initiative, and collaboration style. Conducted by the CEO.
- Final Interview: A final interview with key stakeholders, potentially including a sales leader or executive, to assess strategic alignment and executive presence.
- Offer: Extend an offer to the selected candidate.
Responsibilities
- Partner with Account Executives during discovery to understand customer goals and technical environments.
- Deliver tailored demos, solution architecture walkthroughs, and lead technical proof-of-concepts (PoCs).
- Help prospects align FlowFuse to their broader industrial and digital transformation goals.
- Collaborate on pricing proposals and technical responses to RFPs and security reviews.
- Lead technical onboarding and early solution implementation with customers.
- Partner with customers to assess results, resolve blockers, and optimize solution design.
- Actively explore and surface additional use cases within the customer organization.
- Facilitate roadmap alignment and strategic planning discussions with technical champions.
- Deliver ongoing best practices, architecture reviews, and training to ensure long-term success.
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