Solutions Engineer

About the position

Relay, a Raleigh-based high growth company, is looking to change the way we communicate. We’re on a mission that matters, and we're hiring for a Solutions Engineer who will thrive in a dynamic high-growth environment. Frontline workers are the lifeblood of our economy, and we're building the cloud platform that makes them better, faster and safer than ever before. Our cloud solution offers a data driven approach to frontline work through real time communications, real time location information and powerful real time data and insights. Here at Relay, we've designed, built and launched an entirely new product category and we're disrupting the handheld radio industry. The Solutions team is central to our revenue growth and customer value strategy. We serve as the technical experts for our most important strategic sales opportunities. Our mission is to design innovative solutions addressing complex business problems, showcase the power of the Relay SaaS platform for large prospective clients, and accelerate deals by expertly navigating technical diligence and removing IT or technical roadblocks. As a Solutions Engineer, you will be a key technical member on the Solutions team. You will leverage deep technical expertise and business acumen to architect sophisticated solutions for our largest prospective enterprise customers. You will play a crucial role throughout the sales cycle, from initial discovery and solution design to technical validation and post-sale knowledge transfer, with a particular focus on pioneering new and emerging solutions. You are a trusted technical advisor, adept at handling complex requirements, overcoming objections, and ensuring our most strategic customers derive maximum value from our offerings.

Responsibilities

• Partner with assigned Business Development and Enterprise Sales teams to gain a deep understanding of their business goals, complex technical landscapes, and critical pain points.
• Design and architect robust, scalable, and innovative solutions using our core product suite and open APIs, tailored to specific customer needs and demonstrating significant value.
• Develop and deliver highly customized, compelling product demonstrations and technical presentations that effectively communicate the solution's value and technical feasibility to diverse audiences.
• Lead the development and management of Proof-of-Concept (PoC) solutions to validate technical requirements and showcase product capabilities in complex scenarios.
• Act as the primary technical contact and trusted advisor for prospective customers during strategic sales cycles, guiding them through technical evaluations.
• Lead and manage the technical diligence process, expertly addressing intricate technical questions, security inquiries (RFIs/RFPs, security questionnaires), and integration challenges, leveraging internal Security/Support for standard items.
• Proactively identify, address, and overcome technical objections, securing technical validation and buy-in from key customer stakeholders, including IT and leadership.
• Provide significant technical contributions to proposals, Statements of Work (SOWs), and commercial negotiations.
• Meticulously document designed solution architectures, including critical configurations, API utilization, and integration points defined during pre-sales.
• Conduct thorough handover sessions to Customer Success and Implementation teams for standardized solutions, ensuring they have the necessary technical context and design rationale.
• Serve as a point of escalation for implementation teams regarding original solution design intent.
• Manage the implementation process and provide direct post-implementation support for 'emerging solutions' (e.g., initial integrations using new APIs) until they become standardized and transitionable to Operations.
• Proactively engage and influence cross-functionally to create revenue momentum across Product Management, Operations, Marketing and Sales.
• Synthesize and deliver valuable field feedback to Product Management regarding strategic customer needs, feature gaps, and API usability to influence roadmap direction.
• Partner with Operations to develop robust playbooks for onboarding and supporting novel or frontier customer solutions.
• Collaborate with Security and Support teams to equip them with the knowledge needed for routine technical and security questionnaires.
• Develop technical cheat sheets and one-pagers to empower BD and Enterprise sales teams in conversations where Solutions Engineers may not be present.
• Collaborate with Marketing on technical content generation (e.g., whitepapers, case studies) as needed.

Requirements

• Experience (e.g., 1-3+ years) in a technical pre-sales role such as Solutions Engineer, Sales Engineer, or Technical Consultant, preferably within an enterprise software or SaaS environment.
• Demonstrated ability to understand complex business challenges and architect sophisticated technical solutions using a SaaS platform's core features and APIs.
• Strong experience designing and delivering compelling technical demonstrations and presentations to both technical and business audiences.
• Experience leading technical diligence processes, including responding to RFPs/RFIs, security questionnaires, and technical objections.
• Hands-on ability to build and manage Proof-of-Concept solutions with modern web technologies.
• Excellent communication, interpersonal, and collaboration skills.
• Strong problem-solving skills and the ability to navigate ambiguity.
• Experience working effectively with business development and enterprise sales teams and engaging directly with large prospective customers.
• Ability to translate complex technical concepts into clear, understandable language for various stakeholders.
• Bachelor's degree in Computer Science, Engineering, or a related technical field, or equivalent practical experience.

Benefits

• 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability and Life Insurance benefits for you and those who depend on you
• Generous Paid Time Off
• 401(K) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam
• Free Snacks and Fun Times
• Latest tech, standing desks, and all the accessories and software you need to succeed in your role
• The Relay Hybrid Work Model