Sales/Solution Engineer at FlowFuse

<h2>&nbsp;</h2> <h2 id="job-description"><a class="header-anchor" href="https://flowfuse.com/handbook/peopleops/job-descriptions/solutions-engineer/#job-description">Job Description</a></h2> <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.</p> <p>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.</p> <p>You’ll be a key technical advisor and trusted partner to both prospective and existing customers.</p> <p>Pre-Sales Support:</p> <ul> <li>Partner with Account Executives during discovery to understand customer goals and technical environments.</li> <li>Deliver tailored demos, solution architecture walkthroughs, and lead technical proof-of-concepts (PoCs).</li> <li>Help prospects align FlowFuse to their broader industrial and digital transformation goals.</li> <li>Collaborate on pricing proposals and technical responses to RFPs and security reviews.</li> </ul> <p>Post-Sales Engagement:</p> <ul> <li>Lead technical onboarding and early solution implementation.</li> <li>Partner with customers to assess results, resolve blockers, and optimize solution design.</li> <li>Actively explore and surface additional use cases within the customer organization.</li> <li>Facilitate roadmap alignment and strategic planning discussions with technical champions.</li> <li>Deliver ongoing best practices, architecture reviews, and training to ensure long-term success.</li> </ul> <h2 id="skills"><a class="header-anchor" href="https://flowfuse.com/handbook/peopleops/job-descriptions/solutions-engineer/#skills">Skills</a></h2> <p>What We’re Looking For:</p> <ul> <li>5+ years in a Solutions Engineering, Sales Engineering, or Customer Success Engineering role.</li> <li>Deep industry expertise in industrial automation, IIoT, smart manufacturing, or related fields.</li> <li>Track record of identifying additional solution opportunities within enterprise accounts.</li> <li>Experience with technologies such as Node-RED, MQTT, OPC-UA, SCADA systems, PLCs, or edge computing.</li> <li>Strong communication skills - comfortable engaging engineers, architects, and executive stakeholders.</li> <li>High degree of initiative and ability to manage customer relationships across the lifecycle.</li> <li>Willingness to travel occasionally for key customer engagements.</li> </ul> <p>Nice to Haves:</p> <ul> <li>Hands-on experience deploying Node-RED at scale.</li> <li>Familiarity with Unified Namespace or other modern industrial data architectures.</li> <li>Experience with containerization, cloud (AWS/Azure), or Linux-based edge devices.</li> <li>Multilingual skills (e.g., German, French, Spanish).</li> </ul> <h2 id="90-day-plan"><a class="header-anchor" href="https://flowfuse.com/handbook/peopleops/job-descriptions/solutions-engineer/#90-day-plan">90-Day Plan</a></h2> <ul> <li>Week 1-4: <ul> <li>Familiarize yourself with the FlowFuse product, platform capabilities, and target customer profiles.</li> <li>Understand existing sales processes, customer success methodologies, and relevant internal tools.</li> <li>Meet with key internal stakeholders across Sales, Product, and Engineering teams.</li> <li>Begin shadowing customer calls, demos, and technical engagements to learn our approach.</li> <li>Review and provide feedback on existing solution architecture documentation and sales enablement materials.</li> <li>Start leading portions of customer demos and technical discussions with guidance.</li> </ul> </li> <li>Week 5-8: <ul> <li>Develop a deep technical understanding of FlowFuse and its integration points within industrial environments.</li> <li>Engage in your first set of technical PoCs, contributing to design and execution</li> <li>Take ownership of specific pre-sales and post-sales customer engagements, leading technical discussions and solution design.</li> <li>Proactively identify and propose opportunities for expanding FlowFuse's value within customer accounts.</li> </ul> </li> <li>Week 9-13: <ul> <li>Contribute to internal knowledge sharing, developing best practices or technical guides based on customer interactions.</li> <li>Start building relationships with customer technical champions to facilitate long-term success and strategic alignment.</li> </ul> </li> </ul> <h2 id="hiring-plan"><a class="header-anchor" href="https://flowfuse.com/handbook/peopleops/job-descriptions/solutions-engineer/#hiring-plan">Hiring Plan</a></h2> <ul> <li>Initial Screening: Review resumes and cover letters to assess candidate qualifications, experience, and domain expertise.</li> <li>First Interview (Technical &amp; 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.</li> <li>Second Interview (Deep Dive &amp; 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.</li> <li>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.</li> <li>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.</li> <li>Final Interview: A final interview with key stakeholders, potentially including a sales leader or executive, to assess strategic alignment and executive presence.</li> <li>Offer: Extend an offer to the selected candidate.</li> </ul> <h2 id="job-description"></h2>