Solutions Engineering Manager: AI, Security & GTM

Requirements 5+ years of experience in Solutions Engineering, Sales Engineering, Solutions Architecture, or forward-deployed technical roles at B2B SaaS or cybersecurity companies , 2+ years of people management experience, including hiring, coaching, and scaling technical teams , Deep technical expertise with API-first platforms, RESTful architectures, webhooks, and cloud-based integrations (AWS, Azure, GCP) , Experience supporting complex enterprise and government sales cycles with 6-12+ month timelines , Proven track record of running successful POCs, pilots, and technical evaluations that lead to closed business , Strong understanding of AI/ML concepts, computer vision, NLP, and generative AI technologies; familiarity with deepfakes or synthetic media is a plus , Experience with cybersecurity, fraud prevention, or risk management solutions and understanding of security frameworks (SOC 2, FedRAMP, NIST) , Exceptional presentation and communication skills with ability to engage audiences ranging from developers to C-level executives , Strong consultative approach with ability to uncover technical requirements, map them to product capabilities, and articulate business value , Experience working cross-functionally with Sales, Product, Engineering, and Customer Success teams to drive customer outcomes , Analytical mindset with ability to establish metrics, track team performance, and use data to drive improvements , Ability to thrive in a fast-paced, high-growth startup environment while building scalable processes and frameworks , Willingness to travel up to 25-30% for customer meetings, conferences, and strategic opportunities What the job involves As Manager of Solutions Engineering (Presales), you will lead a team of technical experts who serve as the critical bridge between our sales organization and prospective customers , You will ensure that technical evaluations are executed flawlessly, that our deepfake detection platform is properly positioned to solve customer challenges, and that your team becomes trusted technical advisors to enterprise and government buyers , This role requires deep technical acumen, strong leadership capabilities, and the ability to translate complex AI and cybersecurity concepts into business value , You will build and scale a high-performing team that drives technical wins, accelerates sales cycles, and ensures customers understand the full capabilities of our multi-modal detection platform , Build a repeatable demo and POC/Trial program which enables the GTM team with self-serve capability , Oversee complex technical evaluations, proof-of-concepts (POCs), and pilot programs that demonstrate the value of Reality Defender's detection capabilities , Partner closely with Account Executives to qualify opportunities, conduct technical discovery, and architect solutions that address customer use cases across fraud prevention, brand protection, and content integrity , Define the technical sales motion and pre-sales methodology, ensuring alignment with the overall go-to-market strategy , Deliver and enable compelling technical demonstrations and presentations to technical and executive audiences, showcasing detection across video, audio, image, and text modalities , Lead, mentor, and scale a team of Solutions Engineers supporting enterprise and government sales cycles , Serve as the technical voice during customer engagements, articulating our API-first architecture, integration patterns, and deployment models , Drive the technical win strategy for strategic deals, including developing custom solutions, integration architectures, and security documentation , Establish best practices for technical qualification using frameworks like MEDDPICC to ensure proper vetting of opportunities , Build and maintain technical collateral, including reference architectures, integration guides, POC guides , Create scalable enablement programs to onboard new technical and non-technical GTM team members , Serve as the primary feedback loop between Prospects/Customers and Product/Engineering teams, translating field insights into actionable product requirements and roadmap input , Ensure the team maintains deep expertise in AI/ML, deepfake generation techniques, API integrations, cloud architectures, and cybersecurity frameworks , Develop technical success metrics and reporting frameworks to measure SE effectiveness, time-to-value, POC win rates, and technical close rates , Support RFP/RFI responses with technical content, architecture diagrams, and security/compliance documentation for regulated industries , Build strong relationships with technical champions and economic buyers at key accounts, establishing credibility and trust throughout the sales cycle #J-18808-Ljbffr