Global Strategic Design and Solutions Engineer – Data Center, Mechanical
Iron Mountain
Solutions Engineer, Professional Services
Unily
full-time
Posted on:
Location: 🇬🇧 United Kingdom
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Participate in the pre-sales process to provide technical expertise and Professional Services guidance
- Collaborate with Sales Team and Solutions Engineers to qualify opportunities and understand client requirements
- Support the development of technical presentations and demonstrations for prospective clients
- Address technical questions and concerns during client meetings and proposal discussions
- Articulate the value proposition of our Professional Services offerings from a business goal and technical perspective
- Contribute to RFP/RFI responses with detailed technical implementation approaches
- Lead technical discovery sessions with prospective clients to understand complex requirements
- Assess client technical requirements and professional services needs
- Design initial solution architectures and Professional Services approach
- Estimate level of effort and resource requirements for Professional Services projects
- Identify technical risks and dependencies in potential engagements
- Collaborate with Professional Services team to validate technical approaches
- Validate use of specific Professional Services SKUs/offerings
- Create custom statements of work for Professional Services engagements where necessary
- Develop detailed scope definitions that clearly outline deliverables and exclusions
- Collaborate with Sales on pricing strategies for PS proposals
- Define clear roles and responsibilities for both client and PS teams
- Document assumptions and prerequisites for successful PS engagements
- Create compelling technical narratives that differentiate our PS approach
- Establish trust and credibility with prospective clients through technical expertise
- Conduct discovery sessions to understand client requirements and objectives
- Present PS approaches to client stakeholders at various levels including C-level
- Address client concerns regarding feasibility and approach
- Support contract negotiations on Professional Services matters
- Facilitate smooth transition from sales to PS for won opportunities
- Document technical requirements and client expectations for delivery teams
- Conduct handoff meetings with PS teams for won opportunities
- Provide contextual information about client environment and requirements
- Remain available as a resource during initial phases of delivery
- Ensure alignment between sold scope and delivery approach
- Gather feedback from delivery teams to improve future scoping accuracy
- Analyze win/loss outcomes to identify improvement opportunities in pre-sales approach
- Track actual Professional Services effort versus estimates to improve scoping accuracy
- Stay current on product features, capabilities, and Professional Services best practices
- Contribute to the ongoing refinement and optimization of Professional Services SKUs, methodologies and tools
- Share knowledge and insights with the broader pre-sales and delivery organizations
- Identify patterns in client requirements to inform service offering development
- Stay current on industry trends, competitor offerings, and emerging market needs
- Develop competitive intelligence on Professional Services offerings, pricing models, and delivery approaches
- Analyze win/loss data to refine solution approaches and proposal strategies
- Identify market opportunities for new service offerings or solution packages
- Provide insights to Professional Services team and leadership on market dynamics and competitive positioning
Requirements
- 5+ years of experience in technical consulting, solution engineering, or related roles
- Proven track record in pre-sales or technical sales support for software solutions
- Experience with software implementation or other Professional Services projects and methodologies
- Background in solution design and scoping for enterprise implementations
- History of successful collaboration with sales teams on complex opportunities
- Experience creating technical content for proposals and client presentations
- Strong understanding of our software platform, features, and technical capabilities
- Knowledge of implementation methodologies and best practices
- Understanding of integration approaches and system interoperability
- Familiarity with cloud infrastructure and deployment models
- Ability to quickly assess technical environments and requirements
- Experience estimating Professional Services effort and complexity
- Understanding of the sales cycle and opportunity qualification process
- Experience developing services proposals and statements of work
- Ability to translate technical capabilities into business value
- Skills in solution pricing and scope definition
- Understanding of services contracting and engagement models
- Experience supporting contract negotiations from a technical perspective
- Excellent verbal and written communication abilities
- Strong presentation skills for technical and business audiences
- Ability to explain complex technical concepts to non-technical stakeholders
- Experience leading discovery and scoping sessions with clients
- Strong analytical thinking and problem-solving capabilities
- Ability to quickly understand client business problems and technical needs
- Experience designing solutions to address complex requirements
- Skills in risk assessment and mitigation planning
- Capacity to balance client needs with implementation feasibility
- Attention to detail in requirements gathering and solution design
- Self-motivated with ability to work independently
- Collaborative approach to working with sales and delivery teams
- Adaptability to changing requirements and priorities
- Strong time management and organizational abilities
- Business acumen and understanding of implementation economics
- Proactive and solution-oriented mindset
- Bachelor's degree or commensurate experience preferred; degree in Computer Science, Information Technology, or related field a plus
- Technical certifications relevant to our platform or technologies
- Project management or solution design certifications a plus
- Sales methodology training beneficial
- Willingness to travel up to 20-40% (domestic and international) to support client engagements and sales activities
