Solutions Strategy Lead

Stellenbeschreibung:

Available Location: Cincinnati, OH

About Solutions Engineering at the company

The Pre-Sales Solution Engineering organization owns the technical sale of the company's solution portfolio, ensuring maximal business value, fit‑for‑purpose solution design and adoption roadmap for our customers. Solutions Engineering is made up of individuals from a wide range of backgrounds – from Financial Consulting to Product Management, Customer Support to Software Engineering – and we are serious about building a diverse, experienced and curious team.

What you'll do as a Solution Strategy Lead

Strategic accounts require dedicated focus to scale with the company. Client Directors manage commercial relationships, negotiations, and quota attainment alongside solution engineers whose main focus is presales. This role extends both their capacity by becoming a trusted advisor dedicated to 1 or top 5 accounts and taking a consultative approach to understanding the entire customer environment and driving transformation and adoption by coordinating cross‑functional resources; this is not a hands‑on keyboard role but can drive those engagements as needed.

Platform Focus Areas

Helps accelerate adoption across three platform areas with equal priority.

App Modernization
- Scope: Migration from legacy application architectures to the company's edge platform. Includes moving workloads from on‑premise or hyperscaler compute to Workers, consolidating storage on R2, and modernizing data layers with D1 and Durable Objects, all while considering security posture.
- Stakeholders: VP Engineering, Platform Architects, Infrastructure leads, CISO
Developer
- Scope: Adoption of the company's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1. Positioning the company as the compute and storage layer for net‑new projects.
- Stakeholders: VP Engineering, Developer Experience leads, Platform teams
AI
- Scope: Adoption of the company's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway. Positioning the company as the AI inference layer at the edge.
- Stakeholders: CTO, Head of AI/ML, Data Platform leads

Core Accountabilities

Platform Adoption Road Mapping: Develop account‑specific adoption plans across App Modernization, Developer, and AI. Map customer workloads to the company capabilities. Define sequencing and milestones.
Cross‑Functional Coordination: Coordinate SE, CS, and Product resources against adoption milestones. Run account team operating rhythm. Ensure internal alignment on customer priorities.
Technical Executive Relationships: Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision‑makers on platform strategy. CD retains procurement and CFO relationships.
Expansion Development: Identify and qualify platform expansion opportunities. Hand off to CD when commercial‑ready. This individual builds the case; CD closes the deal.
Voice of Customer to Product: Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs.

Success Metrics

Platform Adoption:
- Products per account: Number of the company products in production per strategic account
- Developer platform adoption: Strategic accounts with Workers, R2, or D1 in production
- AI adoption: Strategic accounts with Workers AI or AI Gateway in production
Revenue Influence:
- Expansion pipeline: Dollar value of platform expansion opportunities developed and handed to CD
- Net Revenue Retention: NRR on strategic account portfolio (shared metric with CD)
Product Feedback:
- Requirements submitted: Strategic customer requirements brought to Product quarterly
- Adoption blockers resolved: Product or engineering issues addressed that were blocking adoption

Customer‑Facing Positioning

To customer executives, this role helps them realize value from the company's entire platform:
- An expert and trusted advisor; peer to their architects and technical leads
- Focused on Platform adoption and business outcomes, not transactions
- Turns platform capabilities into production workloads and business value

The Profile

Architectural Command: 10+ years of experience in Solution Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment.
Executive Presence: Exceptional communication skills with the ability to influence C‑level executives and internal product leads simultaneously.
Relentless Curiosity: A natural obsession with "How it works" and "How it could be better." You are driven to discover the architectural truth behind every customer challenge.
Bias for Action: You don't just identify problems; you build the "Formation" to solve them. You are comfortable in high‑pressure, ambiguous environments.