Manager, Solutions Engineering

About the Role

We are seeking a Manager, Solutions Engineering — LatAm to lead a high-performing team of Solutions Engineers. This manager will play a critical role in driving execution of our value-selling motion across the region. They will ensure consistent achievement of the Technical Win motion to drive increased win rates and strong MRR target attainment, strengthen the pre-sales partnership with Sales, and — most importantly — drive the right outcomes for our customers.

The ideal candidate brings strong process rigor, a data-driven mindset, and a genuine passion for coaching and developing bilingual technical talent. They are equally comfortable rolling up their sleeves to support complex customer situations, inspecting the quality and impact of SE work, and building scalable processes that elevate the entire region.

Key Responsibilities

Leadership & Team Management

Lead, coach, and develop a team of ~7 Senior Solutions Engineers to achieve MRR attainment, improve win rates, and deliver exceptional customer value.

Drive proactive inspection of SE impact, execution quality, and alignment to the value-selling methodology.

Conduct regular growth conversations, performance reviews, and career development planning.

Run weekly team meetings, facilitate onboarding, and maintain a strong culture of accountability, excellence, and collaboration.

Deal Strategy & Hands-On Support

Partner directly with SEs as a strategic deal advisor, jumping into complex customer situations as a technical sponsor.

Coach SEs in delivering value-based storytelling, positioning value throughout the sales cycle, and driving toward the Technical Win.

Guide SEs on competitive differentiation, discovery rigor, and tailored demonstration strategies.

Ensure consistent, repeatable execution of our pre-sales motions across all team members.

Process Ownership & Operational Excellence

Lead the LatAm pre-sales pod with a GM mindset — owning the full book of business, influencing revenue strategy, and operating key SE processes including hiring loops, QBRs, stakeholder communications, and deal forecasting.

Identify, diagnose, and communicate region-wide trends in customer needs, product gaps, or sales execution issues.

Work with Sales leadership to establish rules of engagement that improve seller-SE collaboration and amplify the value-selling motion.

Cross-Functional Collaboration

Work closely with Sales as the primary stakeholder, aligning on regional strategy, forecasting, and execution.

Collaborate with Product Marketing, Customer Success, Enablement, and the Partner team to drive better customer outcomes.

Serve as the voice of the region, sharing insights upward to leadership and horizontally across organizations.

What We're Looking For — Required

2–5 years of management experience with demonstrated success leading teams to measurable results.

ES/EN fluency — PT is a strong plus.

Prior experience leading technical or customer-facing teams: SE, SC, Sales, or Implementation.

Sustained track record of elevating team performance within an established SE environment.

Working knowledge of SaaS, APIs, and AI concepts.

Demonstrated ability to operate in complex, cross-functional environments within upmarket segments.

Leadership Attributes

Collaborative Teamwork: builds trust-based relationships, seeks diverse perspectives, leans into disagreement constructively.

Navigating & Leading Change: communicates change clearly, maintains focus, guides others from uncertainty to action.

Engages the Team: connects work to purpose, creates psychological safety, motivates and recognizes contributions.

Builds & Develops Teams: attracts and retains talent, aligns people to highest-impact priorities, coaches for current and future growth.

Performance Management: defines success clearly, holds a high bar, uses data and real-time feedback to course-correct.

Explorer Mentality: naturally curious, dives deep into problems, brings the team along to craft compelling customer narratives.

Nice to Have

Experience shaping upmarket motions in LatAm.

Experience positioning and selling complex multi-object systems (CRMs, ERPs, ATSs) in a pre-sales capacity.

Familiarity with ValueSelling, MEDDIC, Challenger, or similar sales methodologies.