Orca AI

Solution Engineer

Orca AI

full-time

Posted on:

Location Type: Remote

Location: Anywhere in Europe

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About the role

  • Lead technical strategy for complex enterprise opportunities
  • Run advanced discovery sessions with technical and operational stakeholders
  • Design solution architectures tailored to customer environments
  • Present and defend solutions to C-Level, VPs, and technical committees
  • Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.)
  • Own the Technical Win: Proactively define and drive Proof of Value (POV) success criteria
  • Identify and mobilize technical champions
  • Anticipate and address objections before they surface
  • Treat technical validation as a competitive battlefield
  • Ensure seamless handover to Implementation and Customer Success
  • Translate customer needs into product requirements
  • Act as a trusted advisor between customers and Product
  • Contribute field insights to influence roadmap decisions
  • Build technical assets, demos, and competitive materials when needed
  • Actively contribute to qualification (pain, impact, technical fit, buying process)
  • Support structured methodologies such as MEDDPICC
  • Maintain strong POV documentation and validation plans

Requirements

  • 5+ years in Enterprise Pre-Sales, Solution Engineering, or Technical Consulting
  • Proven experience leading complex enterprise deals
  • Experience running structured POCs in enterprise environments
  • Background in Hardware + SaaS solutions - strong advantage
  • Maritime, Shipping, or Operations experience - strong plus
  • Fluent in English (additional European languages - a plus)
Benefits
  • Health insurance
  • Retirement plans
  • Paid time off
  • Flexible working arrangements
  • Professional development
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
solution architecturetechnical strategyProof of Value (POV)structured POCsenterprise solutionsSaaS solutionstechnical validationdocumentationcustomer requirements translationcompetitive analysis
Soft Skills
leadershipcommunicationstakeholder managementproblem-solvingadvisory skillsinfluencingnegotiationanticipation of objectionscollaborationpresentation skills