This Solutions Engineer role focuses on guiding enterprises in their transition from pilot to production for AI systems, with a strong emphasis on real-time, event-driven data. The role involves advising customers on event-driven architecture and agentic AI, building strong relationships, and leading technical validations to demonstrate the business impact of Solace's platform.
Responsibilities
Partner with Account Executives to qualify opportunities, shape account strategies, and drive deals to closure
Educate customers on the value of event-driven architecture and agentic AI, challenging them to think bigger about their real-time data and AI strategy
Guide customers on industry best practices, integration patterns, and modernization strategies, including the convergence of Event Driven Architectures and multi-agent AI systems
Build and nurture deep relationships with technical and business stakeholders, turning users into advocates for Solace
Conduct on-site visits, regular check-ins, and discovery sessions to stay aligned with evolving customer needs
Translate Solace's expanding platform capabilities, from the Solace Event Broker to Agent Mesh, into outcomes customers care about
Lead impactful demonstrations, Proof of Concepts (PoCs), and Proof of Value (PoVs) that resonate with customer objectives
Architect solutions that showcase the business impact of Solace's event-driven and agentic AI platform
Own and streamline the evaluation process, guiding prospects through workshops, hands-on trials, and technical validations
Demonstrate deep command of core EDA concepts and patterns, including publish/subscribe messaging, event sourcing, CQRS (Command Query Responsibility Segregation), event streaming, and choreography vs. orchestration, applying these patterns to solve real customer architectural challenges
Articulate the strategic business value of EDA to executive and technical audiences alike, connecting real-time event streaming to tangible outcomes such as reduced time-to-insight, operational resilience, accelerated digital transformation, and the ability to scale AI-powered applications on a live data fabric
Confidently position Solace Event Brokers against competing messaging and streaming technologies, including Apache Kafka, IBM MQ, RabbitMQ, and cloud-native brokers, articulating where Solace’s multi-protocol support, hybrid/multi-cloud event mesh, enterprise-grade QoS, and dynamic topic routing create clear differentiation
Challenge customers to evolve beyond request/response and batch architectures, guiding them through an EDA maturity model, from point-to-point integration and basic messaging to a fully distributed, event-driven enterprise capable of supporting real-time AI and autonomous systems at scale
Position Solace Agent Mesh Enterprise as the production-grade foundation for agentic AI, bridging event-driven infrastructure with LLM orchestration and multi-agent workflows
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Demonstrate how Agent Mesh extends customers' existing Solace Event Mesh investment into agentic AI, reducing time-to-production for AI initiatives
Articulate the platform's horizontal scalability, fault-tolerant asynchronous messaging, and governance capabilities to both technical teams and executive stakeholders
Engage use cases across industries, including financial services, manufacturing, logistics, healthcare, defense and national security, and the public sector, where real-time event triggers drive autonomous AI agent actions
Stay ahead of trends in event-driven architecture, agentic AI, cloud computing, messaging, and microservices
Engage both technical teams and executive leadership, bridging the gap between technology and business outcomes
Confidently position Solace in competitive landscapes, articulating differentiation and ROI across PubSub+ and Agent Mesh
Provide customer-driven insights to influence product roadmap decisions
Work cross-functionally with Sales, Customer Success, Professional Services, Product, and Engineering to ensure customer success
Serve as a field voice for Agent Mesh adoption, feeding real-world use cases and objections back to product and GTM teams
Serve as the technical lead for Solace opportunities across the U.S. Department of Defense (Department of War), the Intelligence Community, federal civilian agencies, and state, local, and education (SLED) customers, partnering with Account Executives, channel partners, primes, and systems integrators
Translate mission requirements into validated event-driven and agentic AI solutions for use cases such as command and control, ISR and sensor data distribution, logistics and sustainment, cyber and situational awareness, and real-time citizen and agency services
Position Solace Event Brokers, Event Mesh, and Agent Mesh for disconnected, intermittent, and limited-bandwidth (DDIL) environments, edge-to-cloud deployments, and on-premises or air-gapped networks, including classified enclaves
Speak credibly to federal security and compliance requirements, including FedRAMP, NIST SP 800-53, RMF and ATO processes, DoD Cloud Computing SRG impact levels (IL4/IL5), STIGs, FIPS 140 cryptography, and zero trust architecture
Support government acquisition motions, including contributing to RFI and RFP responses, technical volumes, and compliance matrices, and working with program offices (PEOs/PMOs), contracting officers, and contract vehicles such as GSA Schedule, NASA SEWP, and partner-held vehicles
Align Solace with DoD and federal modernization priorities such as JADC2, data mesh and data-centric architectures, open standards and modular open systems approaches (MOSA), and responsible AI adoption
Enable and support partners, primes, and integrators so they can qualify, architect, and deliver Solace-based solutions to government customers
Requirements
You understand that real-time event streaming and agentic AI are strategic enablers for businesses, driving efficiency, responsiveness, and competitive differentiation
You can clearly articulate the business value of Solace, tying technical solutions to real-world business challenges, from modernizing middleware to deploying production-grade AI agents
You build strong, lasting relationships and know how to turn customers into long-term champions
You're a proactive problem solver who takes ownership and drives initiatives forward
You thrive in fast-paced environments and continuously seek feedback to improve
You're a clear communicator who tailors messaging for both technical and business audiences
You bring energy, urgency, and enthusiasm to customer engagements, inspiring action and momentum
Experience with event-driven architecture, messaging, or event streaming platforms (e.g., Solace PubSub+, Kafka, RabbitMQ, NATS, or MQTT brokers)
Familiarity with agentic AI frameworks, LLM orchestration, and multi-agent systems (e.g., LangChain, Google ADK, CrewAI, AutoGen, or similar)
Working knowledge of A2A (Agent-to-Agent) and MCP (Model Context Protocol) communication patterns is a strong plus
Familiarity with cloud environments (AWS, Azure, GCP) and Kubernetes
Hands-on experience with APIs, microservices, and application integration patterns
Ability to design and lead technical workshops, demos, and proof-of-concept implementations
5+ years in a technical sales or solutions engineering role, selling complex enterprise software solutions
Strong ability to lead technical evaluations and effectively communicate business impact
Excellent presentation, communication, and relationship-building skills
Willingness to travel (up to 35%)
Demonstrated experience supporting U.S. Government customers, including DoD, the Intelligence Community, federal civilian agencies, or state and local government, in a technical sales, solutions, or systems engineering capacity (directly or through primes, integrators, or channel partners)
Working understanding of how the public sector buys technology, including RFI/RFP processes, program offices, and government contract vehicles
Nice to have:
Experience with event-driven architectures, streaming, or messaging middleware
Exposure to agentic AI, LLM application development, or multi-agent orchestration platforms
Programming knowledge in Java, Python, Go, or JavaScript
Familiarity with enterprise IT environments, including security, networking, and compliance considerations
Current or previously held U.S. security clearance at the Secret or Top Secret (TS/SCI) level. Active clearances are strongly preferred; a clearance that has lapsed or been held in the past is also valued. Candidates who are eligible to obtain a clearance are encouraged to apply
Prior military service or civilian experience within DoD, the Intelligence Community, or a defense contractor
Hands-on familiarity with government security and compliance frameworks (FedRAMP, NIST SP 800-53, RMF/ATO, DoD Cloud Computing SRG, STIGs, FIPS 140) and with secure, air-gapped, or classified network environments
Experience with DoD and federal mission systems and data architectures, such as C2, ISR, tactical edge, DDIL, and message-based or open-standards integration
Experience deploying and operating software in government clouds (AWS GovCloud, Azure Government, Google Public Sector) and on-premises Kubernetes (e.g., Red Hat OpenShift)
Experience writing or contributing to technical proposals, RFI/RFP responses, and compliance matrices
Relevant certifications such as CISSP, Security+, or cloud and Kubernetes certifications
Important Details
Travel: up to 35%, primarily across North America, for on-site workshops, deal closures, and industry events, including customer sites, government facilities, and the Washington, DC area as needed
Application Process
In 3 Months: Deliver impactful technical demonstrations and PoVs for key enterprise prospects across Solace Event Brokers and Agent Mesh; build strong relationships with Account Executives, Solutions Engineering peers, and cross-functional teams; develop fluency in Event Driven Architectures & Agent Mesh Enterprise positioning and its differentiation in the agentic AI market; build working knowledge of the Solace federal and public sector go-to-market, including target agencies, partner ecosystem, contract vehicles, and security and compliance requirements
In 6 Months: Lead multiple successful PoVs, including Agent Mesh scenarios, and position yourself as a trusted advisor to customers; influence internal best practices and refine technical sales motions around agentic AI and Event Driven Architectures; lead at least one PoV or technical engagement with a DoD, federal, or public sector customer, including partner and prime enablement
In 12 Months: Play a key role in closing multimillion-dollar deals, helping expand Solace's enterprise footprint; drive strategic adoption of event-driven architecture and Agent Mesh within enterprise customers, reinforcing Solace as the leader in real-time agentic AI infrastructure; help establish Solace as a recognized event-driven and agentic AI platform within the federal and DoD community, contributing to pursuits, partner-led wins, and reference architectures for government environments
About the Company
Solace is the leading real-time data platform for the enterprise AI era, enabling intelligent, real-time experiences, modernizing application and integration landscapes, and creating seamless digital journeys for customers, partners, and employees worldwide. Established enterprises including RBC Capital Markets, Bosch, Heineken, PSA Singapore, United Airlines, and Schwarz Group have built their business around Solace.
