About This Role
Solutions Engineers partner with Enterprise sales to design, validate, and demonstrate solutions on the Relay platform. You will lead technical diligence, overcome IT objections, prove feasibility, and ensure smooth handoffs to post-sales teams.
Responsibilities
- Partner with sales and prospective customers to analyze operational pain points and map technical requirements
- Architect scalable solutions using Relay's platform and open APIs
- Deliver tailored product demos and proof-of-concept deployments to key operational, IT, and executive stakeholders
- Serve as the primary technical contact throughout the pre-sales cycle
- Lead technical diligence, including RFIs/RFPs, security questionnaires, and IT architecture reviews
- Resolve technical objections to secure buy-in across operations, IT, and OT teams
- Provide technical input for proposals and Statements of Work
- Document solution architectures, API usage, and configuration details
- Lead handoff sessions to Customer Success and Implementation teams for closed deals
- Act as an escalation point for architecture clarification during deployment
- Synthesize customer feedback to inform Product Management and shape product roadmaps
- Develop reusable enablement assets (one-pagers, diagrams, cheat sheets) for sales and security teams
Requirements
- 3+ years in a customer-facing technical role (Solutions/Sales Engineer, Solutions Architect, or Technical Consultant)
- Proven track record of translating complex technical topics for both business and technical audiences
- Hands-on experience delivering technical demos and proof-of-concept deployments
- Experience managing enterprise technical diligence (RFPs, security questionnaires, IT evaluations)
- Proficiency with APIs, integrations, and prototyping
- Bachelor's degree in engineering, CS or similar technical field
Nice to have:
- Experience in frontline operations (manufacturing, logistics, hospitality) or OT/IT systems and industrial IoT/automation
Benefits
- 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
- Generous Paid Time Off
- 401(k) Savings Plan + Company Match
- Baby Cash Reward + Paid Parental Leave
- Wellness Perks: Access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling (for Raleigh-based HQ)
- Team Events & Culture: Company celebrations and team outings
- Latest tech, standing desks, and all the tools and software you need to thrive
