Solutions Engineer, Mid-Market

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Solutions Engineer, Mid-Market based in Canada.
We are looking for a customer-focused Solutions Engineer to help mid-market organizations solve complex operational challenges through innovative technology solutions. In this role, you will partner with sales teams to understand customer needs, shape deal strategies, and deliver compelling product demonstrations that connect technical capabilities to measurable business outcomes. You will serve as a trusted advisor to both technical and business stakeholders, helping customers understand the value of integrated software and hardware solutions. Working closely with Sales, Product, Engineering, Marketing, and Customer Success, you will ensure customer insights inform product development and continuous improvement. This position offers the opportunity to influence strategic sales decisions, navigate competitive markets, and contribute directly to business growth. The role is remote within Canada, with travel expected for customer engagements and other business needs.
Accountabilities
Partner with Mid-Market Account Executives to develop deal strategies, lead discovery conversations, and deliver impactful demonstrations that support customer decision-making.
Design and deliver tailored product demonstrations that address customer challenges and communicate value effectively to technical, operational, and business audiences.
Translate customer requirements into practical, scalable technical solutions that deliver measurable business outcomes.
Build and maintain a strong understanding of the competitive landscape to support competitive displacement opportunities, customer acquisition, and account growth.
Develop deep product expertise, communicate current platform capabilities, and help customers understand future innovations relevant to their business needs.
Collaborate on requests for information (RFIs) and requests for proposals (RFPs), developing persuasive technical responses that position the solutions as the right choice for mid-market customers.
Work cross-functionally with Sales, Product, Engineering, Customer Success, and Marketing to communicate customer feedback, influence product improvements, and strengthen the overall customer experience.
Support complex sales cycles by addressing technical questions, demonstrating solution capabilities, and helping stakeholders evaluate implementation options, integrations, and business value.
Requirements:
At least 3 years of experience in a customer-facing pre-sales, Sales Engineering, or Solutions Engineering role supporting mid-market or comparable customer segments.
Experience working with SaaS platforms, hardware solutions, or a combination of both.
Demonstrated success supporting complex solution sales and navigating mid-market or similar sales cycles in collaboration with sales teams.
Strong communication and presentation skills, with the ability to explain technical concepts clearly to both technical and non-technical audiences.
Experience with APIs, integrations, and technical solution design, including the ability to translate business requirements into appropriate technical approaches.
Familiarity with value-based selling frameworks and solutions engineering methodologies, such as MEDDIC, MEDDPICC, Command of the Message, Demo2Win, Great Demo!, or equivalent approaches.
Strong analytical, problem-solving, and critical-thinking skills, with a consultative mindset and the ability to connect customer challenges to effective solutions.
Willingness and ability to travel approximately 15–20% for customer meetings and other business activities.
A bachelor’s degree is preferred;
an advanced degree is an additional advantage.
Must be authorized to receive and access commodities and technologies controlled under applicable U.S. Export Administration Regulations.
Benefits:
On-target earnings: USD $135,000–$162,000 annually for Canada-based candidates, including base salary and commissions.
Potential equity compensation: Certain roles may include restricted stock units (RSUs), subject to eligibility and applicable compensation arrangements.
Healthcare coverage: Health, pharmacy, vision, and dental benefits.
Paid time off: Paid leave and sick time to support personal needs and work-life balance.
Disability protection: Short-term and long-term disability coverage.
Life insurance: Coverage to support employees and their families.
Retirement savings: Employer contributions to a 401(k) plan, subject to eligibility and applicable plan terms.
Remote work: The opportunity to work remotely from Canada, with some interviews or onboarding sessions potentially held in person.
Inclusive workplace: An environment that values diverse backgrounds, experiences, abilities, and perspectives.
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