Responsibilities
- Own and scale the Solutions Engineering function, setting the technical pre-sales strategy that enables consistent success across mid-market and enterprise deals.
- Define the technical sales motion, including discovery standards, solution architecture, demonstrations, pilots, and proof-of-value frameworks.
- Serve as the executive technical authority in complex, high-value customer engagements, supporting strategic deals, executive briefings, and escalations.
- Partner closely with Sales leadership to align technical strategy with pipeline priorities, deal stages, and revenue targets.
- Establish enterprise-grade processes for technical evaluations, RFP/RFI responses, security reviews, and architectural validation.
- Build strong, operating-level partnerships with Product and Engineering to translate customer needs into roadmap influence, product feedback, and scalable solution design.
- Develop and enforce standards for solution architecture, deployment models, and integration patterns to ensure repeatability, scalability, and customer success.
- Own Solutions Engineering enablement, including training, certification, tooling, and best-practice documentation for technical selling excellence.
- Lead, hire, and develop high-performing Solutions Engineering leaders and individual contributors, building depth, succession, and technical credibility.
- Establish performance metrics and inspection rigor across the Solutions Engineering organization, including win rates, deal velocity, technical conversion, and customer outcomes.
- Stay deeply informed on industry trends, competitive technologies, and customer operational challenges to ensure Tractian remains technically differentiated in the market.
Requirements
- Bachelor’s degree in Engineering (Mechanical, Electrical, Industrial, or related field); advanced technical or business education strongly preferred.
- 10+ years of progressive experience in solutions engineering, sales engineering, or technical pre-sales roles within complex B2B technology environments.
- 5+ years of leadership experience building, leading, and scaling Solutions Engineering or technical pre-sales teams.
- Proven track record of supporting and winning complex, high-value deals, including enterprise or multi-site customer engagements.
- Deep technical fluency across industrial systems, IoT, software, and hardware integrations, with the ability to translate complexity into business value.
- Demonstrated ability to partner effectively with Sales leadership, influencing deal strategy, pipeline execution, and revenue outcomes.
- Strong experience shaping product feedback loops, influencing roadmap priorities, and collaborating closely with Product and Engineering teams.
- Executive-level communication, presentation, and negotiation skills, with experience engaging senior customer and internal stakeholders.
- Highly fluent in CRM-driven sales processes and technical evaluation workflows (HubSpot preferred), with a strong bias toward inspection and accountability.
- Strategic, structured, and execution-oriented leader with a passion for building scalable technical selling motions.
Top Skills
What We Do
Tractian is a machine intelligence company that offers industrial monitoring systems. Tractian builds streamlined hardware-software solutions to give maintenance technicians and industrial decision-makers comprehensive oversight of their operations. It is democratizing access to sophisticated real-time monitoring and asset operations tools.
Tractian's solutions are used in environments that address a combined total of 5% of global industrial output. The company’s broad market reach is evidenced in its customer base from various industries, such as John Deere, Procter & Gamble, Caterpillar, Goodyear, Carrier, Johnson Controls, and Bimbo, the owner of the brands Little Bites and Thomas Bagels. Tractian's customers see a 6-12x ROI with savings of $6,000 per monitored machine annually on average.
In a major milestone and a first for the industry, Tractian launched the AI-Assisted Maintenance category in the industrial sector. In this new paradigm, artificial intelligence identifies machine problems and suggests preventive actions to be taken, giving invaluable insight and support to maintenance professionals. It is important to highlight that the intent of Assisted Maintenance is firmly rooted in augmenting maintenance professionals to provide more assertive diagnosis with human-in-the-loop feedback.
Tractian's mission is to elevate this category of workers in a highly impactful way. The Assisted Maintenance category will provide unimaginable support for maintenance professionals. By combining shop floor expertise with our technology, maintainers will be able to anticipate and address issues with unprecedented accuracy and speed
