[{"data":1,"prerenderedAt":1187},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer\u002F":3,"handbook-nav":309},{"id":4,"title":5,"body":6,"description":289,"extension":302,"meta":303,"navigation":304,"path":305,"seo":306,"stem":307,"__hash__":308},"handbook\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer.md","Solutions Engineer",{"type":7,"value":8,"toc":288},"minimark",[9,13,18,22,25,28,31,47,50,67,71,74,97,100,114,118,171,175,198,203,253,258],[10,11,5],"h1",{"id":12},"solutions-engineer",[14,15,17],"h2",{"id":16},"job-description","Job Description",[19,20,21],"p",{},"This is a senior, customer-facing role requiring strong domain expertise in industrial automation and a proven ability to guide both technical implementation and strategic solution expansion.",[19,23,24],{},"We’re looking for someone who not only enables the initial deployment but also identifies additional opportunities to expand value across the customer’s organization - be it new use cases, integrations, or system-wide architecture improvements.",[19,26,27],{},"You’ll be a key technical advisor and trusted partner to both prospective and existing customers.",[19,29,30],{},"Pre-Sales Support:",[32,33,34,38,41,44],"ul",{},[35,36,37],"li",{},"Partner with Account Executives during discovery to understand customer goals and technical environments.",[35,39,40],{},"Deliver tailored demos, solution architecture walkthroughs, and lead technical proof-of-concepts (PoCs).",[35,42,43],{},"Help prospects align FlowFuse to their broader industrial and digital transformation goals.",[35,45,46],{},"Collaborate on pricing proposals and technical responses to RFPs and security reviews.",[19,48,49],{},"Post-Sales Engagement:",[32,51,52,55,58,61,64],{},[35,53,54],{},"Lead technical onboarding and early solution implementation.",[35,56,57],{},"Partner with customers to assess results, resolve blockers, and optimize solution design.",[35,59,60],{},"Actively explore and surface additional use cases within the customer organization.",[35,62,63],{},"Facilitate roadmap alignment and strategic planning discussions with technical champions.",[35,65,66],{},"Deliver ongoing best practices, architecture reviews, and training to ensure long-term success.",[14,68,70],{"id":69},"skills","Skills",[19,72,73],{},"What We’re Looking For:",[32,75,76,79,82,85,88,91,94],{},[35,77,78],{},"5+ years in a Solutions Engineering, Sales Engineering, or Customer Success Engineering role.",[35,80,81],{},"Deep industry expertise in industrial automation, IIoT, smart manufacturing, or related fields.",[35,83,84],{},"Track record of identifying additional solution opportunities within enterprise accounts.",[35,86,87],{},"Experience with technologies such as Node-RED, MQTT, OPC-UA, SCADA systems, PLCs, or edge computing.",[35,89,90],{},"Strong communication skills - comfortable engaging engineers, architects, and executive stakeholders.",[35,92,93],{},"High degree of initiative and ability to manage customer relationships across the lifecycle.",[35,95,96],{},"Willingness to travel occasionally for key customer engagements.",[19,98,99],{},"Nice to Haves:",[32,101,102,105,108,111],{},[35,103,104],{},"Hands-on experience deploying Node-RED at scale.",[35,106,107],{},"Familiarity with Unified Namespace or other modern industrial data architectures.",[35,109,110],{},"Experience with containerization, cloud (AWS\u002FAzure), or Linux-based edge devices.",[35,112,113],{},"Multilingual skills (e.g., German, French, Spanish).",[14,115,117],{"id":116},"_90-day-plan","90-Day Plan",[32,119,120,143,160],{},[35,121,122,123],{},"Week 1-4:\n",[32,124,125,128,131,134,137,140],{},[35,126,127],{},"Familiarize yourself with the FlowFuse product, platform capabilities, and target customer profiles.",[35,129,130],{},"Understand existing sales processes, customer success methodologies, and relevant internal tools.",[35,132,133],{},"Meet with key internal stakeholders across Sales, Product, and Engineering teams.",[35,135,136],{},"Begin shadowing customer calls, demos, and technical engagements to learn our approach.",[35,138,139],{},"Review and provide feedback on existing solution architecture documentation and sales enablement materials.",[35,141,142],{},"Start leading portions of customer demos and technical discussions with guidance.",[35,144,145,146],{},"Week 5-8:\n",[32,147,148,151,154,157],{},[35,149,150],{},"Develop a deep technical understanding of FlowFuse and its integration points within industrial environments.",[35,152,153],{},"Engage in your first set of technical PoCs, contributing to design and execution",[35,155,156],{},"Take ownership of specific pre-sales and post-sales customer engagements, leading technical discussions and solution design.",[35,158,159],{},"Proactively identify and propose opportunities for expanding FlowFuse's value within customer accounts.",[35,161,162,163],{},"Week 9-13:\n",[32,164,165,168],{},[35,166,167],{},"Contribute to internal knowledge sharing, developing best practices or technical guides based on customer interactions.",[35,169,170],{},"Start building relationships with customer technical champions to facilitate long-term success and strategic alignment.",[14,172,174],{"id":173},"hiring-plan","Hiring Plan",[32,176,177,180,183,186,189,192,195],{},[35,178,179],{},"Initial Screening: Review resumes and cover letters to assess candidate qualifications, experience, and domain expertise.",[35,181,182],{},"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.",[35,184,185],{},"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.",[35,187,188],{},"Technical Presentation \u002F 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.",[35,190,191],{},"STAR Interview (45mins): A behavioral interview to understand past experiences and assess alignment with FlowFuse's values, initiative, and collaboration style. Conducted by the CEO.",[35,193,194],{},"Final Interview: A final interview with key stakeholders, potentially including a sales leader or executive, to assess strategic alignment and executive presence.",[35,196,197],{},"Offer: Extend an offer to the selected candidate.",[199,200,202],"h3",{"id":201},"screening-questions","Screening Questions",[32,204,205,213,221,229,237,245],{},[35,206,207,208],{},"Can you briefly walk me through your recent experience in a customer-facing engineering or solutions role?\n",[32,209,210],{},[35,211,212],{},"Goal: Confirm they have relevant experience in pre-sales or post-sales technical roles (e.g., Solutions Engineer, Sales Engineer, Customer Success Engineer).",[35,214,215,216],{},"Have you worked with industrial technologies like SCADA, PLCs, MQTT, or Node-RED?\n",[32,217,218],{},[35,219,220],{},"Goal: Confirm basic exposure to the industrial automation ecosystem. If not Node-RED specifically, check for adjacent tech like OPC-UA or IIoT platforms.",[35,222,223,224],{},"Can you share an example of a time when you helped a customer expand or deepen their use of a solution over time?\n",[32,225,226],{},[35,227,228],{},"Goal: Gauge if they’ve played a role in post-sale expansion, solution discovery, or upsell enablement—key traits for this hybrid SE role.",[35,230,231,232],{},"How comfortable are you leading technical conversations with both engineers and business stakeholders?\n",[32,233,234],{},[35,235,236],{},"Goal: Evaluate communication range and confidence in dealing with mixed audiences—an essential skill for FlowFuse’s customer base.",[35,238,239,240],{},"Have you ever delivered a proof of concept (PoC) or demo as part of a sales process?\n",[32,241,242],{},[35,243,244],{},"Goal: Validate they’ve led or contributed to technical pre-sales motions.",[35,246,247,248],{},"Do you have experience working remotely and managing your own schedule 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