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About the Role

In this role, you will lead our Solutions Engineering function, focusing on leadership, technical and commercial excellence, solution design, and the execution of Proofs of Value. You will ensure our customers understand how Wire meets their business, security, and operational requirements.

Responsibilities

Lead the Solutions Engineering function, overseeing team performance, technical engagement along the sales pipeline, and solution quality.
Drive the design of tailored solutions for public sector and critical infrastructure organizations in collaboration with Sales, Marketing, Product, Engineering, and customers.
Build a scalable Solutions Engineering function that translates customer requirements into compelling solutions, demonstrates measurable business value, and enables commercial success.
Oversee Proof-of-Value processes, strengthen qualification and technical validation, and ensure smooth transitions of proposed solutions to implementation.
Manage the day-to-day operations of the Solutions Engineering function, ensuring transparency in pipeline, priorities, workload, and technical decisions.
Provide disciplinary leadership to Solutions Engineers, including goal setting, performance reviews, career development, and ongoing coaching.
Develop the technical and commercial capabilities of the team, setting high standards for solution design, customer engagement, and collaboration.
Analyze requirements and use cases with Sales, Marketing, Product, and customers, assessing fit with Wire's products and designing tailored solutions.
Align business, technical, security, and functional requirements throughout the sales cycle, documenting assumptions, dependencies, and product gaps.
Lead complex technical discussions on technology, security, features, functionality, deployment options, and integrations of Wire.
Directly support strategic customer projects, build trusted relationships, and serve as the senior escalation point for technical issues.
Define, own, and continuously improve Proof-of-Value processes with clearly agreed scope, measurable success criteria, defined responsibilities, and a path to commercial decision.
Manage the creation and execution of Proofs of Concept, prototypes, and demos that showcase how Wire meets customer requirements.
Apply MEDDPPIC and Value-Based Selling principles with Sales to qualify opportunities, identify technical risks, and link solutions to customer goals.
Support the development of ROI analyses and business cases demonstrating measurable business value.
Own the quality and consistency of technical contributions to RFPs and RFIs, customer documentation, solution proposals, and enablement materials.
Establish practical standards, reusable assets, and regular team routines to improve efficiency and consistency in Solutions Engineering.
Monitor and report on pipeline coverage, team capacity, Proof-of-Value outcomes, technical blockers, and improvement priorities.
Create, communicate, and implement plans for continuous improvement of processes and ways of working in Solutions Engineering.
Translate customer feedback and market knowledge into clear input for Product and share Customer Success Stories with Marketing.
Ensure a clean handover to Service Delivery with aligned requirements, solution scope, technical commitments, and open risks.
Stay informed about industry trends, competitive solutions, and the evolution of Wire's products.
Collaborate with management to shape the strategic goals of the Solutions Engineering function.

Requirements

Minimum of 7 years in Solutions Engineering, Sales Engineering, Technical Presales, or comparable customer-facing technical roles in technology, SaaS, cybersecurity, or enterprise software companies.
Proven team leadership experience, including disciplinary personnel responsibility, performance management, coaching, and career development.
Solid experience translating customer requirements into practical technical solutions and leading discussions on enterprise software, security, integrations, and cloud/on-premise deployment models.
Experience with the public sector, critical infrastructure, or similarly security-sensitive organizations, and understanding of complex stakeholder environments and procurement processes.
Experience with MEDDPPIC or a similar qualification methodology and Value-Based Selling principles to link technical capabilities with business outcomes.
Demonstrated experience in conceptualizing and executing Proofs of Value, Proofs of Concept, prototypes, and demos with clear success criteria and outcomes supporting commercial decisions.
Experience in building and improving Solutions Engineering processes, including pipeline prioritization, capacity planning, documentation standards, technical enablement, and reporting.
Proven ability to create and review clear and precise technical proposals, tender responses, and customer-facing documentation.
Demonstrated ability to effectively engage and influence technical and non-technical stakeholders at all levels.
Excellent written and verbal communication skills, with the ability to explain complex technical topics clearly, conduct senior-level customer discussions, and manage escalations.
Willingness to travel as needed for customer appointments, leadership meetings, and team activities.

Skills

Solutions Engineering
Sales Engineering
Technical Presales
Team Leadership
Solution Design
Technical Expertise
Customer Requirements Translation
Enterprise Software
Security
Integrations
Cloud Deployment
On-premise Deployment
Public Sector Engagement
Critical Infrastructure Engagement
Stakeholder Management
Procurement Processes
MEDDPPIC
Value-Based Selling
Proof of Value
Proof of Concept
Prototyping
Demos
RFP/RFI Response
Technical Documentation
Pipeline Prioritization
Capacity Planning
Technical Enablement
Reporting
Communication
Escalation Management

Location

Berlin
Remote in Germany

Work Type

Full-time
Hybrid

Experience Level

Minimum 7 years

Salary/Compensations

Competitive salary and bonus structure

Benefits

30 days of vacation
Annual training budget
Access to first-class learning resources
Urban Sports Club membership
Fresh breakfast in the office
Daily fruit, snacks, free soft drinks, and premium coffee

About the Company

Wire offers secure communication for governments, defense organizations, and regulated companies across Europe.
We co-shaped the development of Messaging Layer Security (MLS) and are pioneers in its large-scale productive use, with end-to-end encrypted messages, calls, and file sharing.
Our Government Edition is BSI-certified for communication up to VS-NfD level.
We are building a secure, easy-to-use, and feature-rich communication tool with the latest technologies.
We impact national and international committees.
Our research and development occur at our Berlin headquarters and other locations in Europe and the USA.
We embrace diversity and adhere to the strictest data protection standards.
We see regulations as a foundation supporting our commitment to secure our customer's communication.

Equal Opportunity

Wire is an equal opportunity employer and does not discriminate on the basis of gender, marital status, life form, sexual orientation, religion, age, disability, or origin.
We are an inclusive team where diversity, equality, and collaboration count.