Intelisys: Solutions Engineer - California/Southwest

Summary:

The Solutions Engineer is an individual contributor who activates partners and serves as the primary technical resource and trusted advisor for assigned and strategic partners. The role develops opportunities and designs solutions across Connect, Build, Experience and Protect, helping partners address end customers’ business and technology needs. Working shoulder-to-shoulder with Channel Managers/BDMs, Advanced Technology specialists, suppliers and other Solutions Engineers, this role owns technical engagement from discovery through validation and handoff. Success is measured through partner activation and engagement, pipeline and revenue influence, opportunity progression and technical win rate. This position has no people-management responsibilities.

Essential Job Duties:

• Proactively engage assigned and strategic partners, build trusted technical relationships, and develop engagement plans that drive partner activation and opportunity growth.
• Collaborate with Channel Managers and BDMs to identify partner needs, prioritize opportunities, and align technical strategy with partner and customer objectives.
• Lead technical discovery and qualification with partners and customers, assessing business goals, pain points, existing environments, requirements, and decision criteria.
• Translate discovery findings into solution recommendations, technical requirements, and architectures, clearly communicating tradeoffs, dependencies, and expected business outcomes.
• Support solutions across Connect, Build, Experience, and Protect, leveraging broad technical expertise and engaging Advanced Technology specialists when deeper specialization is needed.
• Evaluate and recommend supplier solutions based on technical capabilities, integration requirements, service delivery models, support resources, and customer objectives.
• Coordinate supplier resources, demonstrations, proofs of concept, and technical validations, establishing success criteria and confirming solution fit.
• Deliver presentations, workshops, and whiteboarding sessions that simplify complex technologies for both business and technical audiences.
• Maintain accurate documentation of requirements, solution designs, assumptions, risks, validation results, and next steps within CRM and shared workspaces.
• Drive opportunities through the sales cycle by providing timely follow-up, resolving technical issues, coordinating stakeholders, and ensuring smooth transitions to supplier and delivery teams.
• Identify cross-solution opportunities and collaborate with partners and internal teams to expand pipeline development and influence revenue growth.
• Enable partners through onboarding, training, technical briefings, workshops, playbooks, and office hours that strengthen discovery, positioning, and solution-selling capabilities.
• Monitor market, technology, supplier, and competitive developments; share insights, customer feedback, and portfolio recommendations with Engineering and Advanced Technology teams.
• Maintain technical expertise through continuous learning, certifications, supplier training, and collaboration with fellow Solutions Engineers.
• Track partner engagement, opportunity progression, technical win rates, pipeline contribution, and revenue influence through accurate and timely reporting.
• Represent Intelisys Engineering professionally at partner, supplier, customer, and industry events.
• Participate in Engineering and company initiatives, special projects, and other duties as assigned.

Reporting Relationships:

• Reports to the designated Intelisys Engineering leader.
• Individual contributor with no direct reports or people-management responsibilities.
• Works closely with assigned and strategic partners, end customers, Channel Managers/BDMs, Advanced Technology specialists, supplier sales and engineering teams, and other Solutions Engineers.

Requirements:

• Bachelor's degree in a related field or equivalent combination of education and experience.
• Five or more years of solutions engineering, pre-sales, solution architecture, channel technical support, or comparable experience demonstrating similar capabilities.
• Technical knowledge spanning networking and connectivity, cloud and infrastructure, customer experience and communications, and cybersecurity, with the ability to engage subject matter experts as needed.
• Strong discovery, qualification, and solution design skills, with the ability to align technical solutions to customer requirements and business outcomes.
• Strong analytical and research capabilities to evaluate supplier solutions, assess tradeoffs, and develop effective recommendations.
• Proficiency with CRM, productivity, collaboration, and presentation tools.
• Ability to work independently, exercise sound judgment, manage multiple priorities, and collaborate effectively across partners, suppliers, engineering, and sales teams.
• Excellent presentation, facilitation, whiteboarding, written, and verbal communication skills, with the ability to engage both executive and technical audiences.
• Strong organizational skills, responsiveness, and attention to detail, with a demonstrated ability to build trusted relationships and follow through on commitments.

Preferred:

• Experience working with indirect channel organizations and activating technology sales partners.
• Relevant cloud, networking, security or customer experience certifications.

Physical Requirements:

• Ability to sit or stand at a computer terminal for long periods of time.
• Ability to work in the remote, in-office or hybrid environment designated for this position.
• Ability to travel approximately 25–30% of the time or as business needs require.
• Ability to lift up to 25 pounds, with reasonable accommodation as applicable.

Compensation:

Base Range : $68,000-$76,000 and total compensation range: $85,000-$90,000

Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer. 

For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets.

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision.  Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire).   In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO.  ScanSource also celebrates 10 paid company holidays.

ScanSource, Inc. is an Equal Opportunity Employer

EOE/M/F