Job
In this role, you lead the Solutions Engineering team, manage technical sales cycles, and develop tailored solution concepts for potential customers while establishing standards and quality benchmarks.
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Your role in the team
- We're looking for a Head of Solutions Engineering to lead our Solutions Engineering team.
- Solutions Engineering sits at the intersection of Sales, Product, and Engineering.
- The team runs the technical side of every deal that matters: demos, proof of concepts, and the detailed answer to whether the Lobster Data Platform can actually do what a prospect needs.
- Technical credibility at that stage shortens deal cycles and increases both close rates and deal size.
- You'll lead a team of 7 Solutions Engineers working hybrid across our Tutzing and Amsterdam offices.
- Building and leading the Solutions Engineering team: hiring, onboarding, performance, and career development.
- Setting the team's operating standards - demo assets, POC frameworks, and deal qualification approach (e.g. MEDDPICC).
- Owning the end-to-end technical sales cycle, and stepping in personally on the most complex or highest-value deals.
- Identifying and developing technical champions within prospect organizations.
- Designing and presenting tailored solution concepts for prospective customers.
- Developing implementation approaches that transition smoothly from sales to delivery.
- Planning headcount and capability needs for the team as Lobster grows.
- Working closely with Sales, Engineering, and Professional Services, and representing Solutions Engineering in cross-functional planning.
Our expectations of you
Education
- Bachelor's, Master's, or an equivalent degree.
Qualifications
- A solid understanding of customer processes and core systems in retail/wholesale, manufacturing, and logistics.
- Confidence running technical needs assessments and uncovering the business requirements underneath a stated ask.
- Working knowledge of a B2B sales qualification framework such as MEDDPICC.
- Comfort delivering technical presentations, demos, and proof of concepts to both business and technical audiences.
- Fluent English; German is a plus.
- Willingness to travel for several days for company events and team meetings.
Experience
- 8+ years of experience in technical pre-sales or Solutions Engineering, including at least 3 years leading or building a team.
- Real-world experience with several forms of data integration (APIs, EDI, IoT, ETL, EAI, message bus) and the business processes behind them.
- Experience mapping the personas in a buying committee, tailoring the story to each one, and building technical champions.
What we offer
- Modern offices in Germany and the Netherlands.
- A personal Learning & Development budget.
- Up to 30 days of remote work per year from any EU country.
- 2 additional paid days off on Christmas Eve and New Year's Eve.
- Company pension plan.
- 30 vacation days a year.
- Location-specific benefits packages (your recruiter will be happy to provide more details during your first chat).
- Company-sponsored business travel.
Benefits
Work-Life-Integration
Health, fitness & fun
Topics you will work on
Job locations
About your employer
Lobster DATA GmbH, based in Tutzing, Germany, specializes in the development of no-code software solutions. The company offers a comprehensive data platform that assists organizations in the efficient integration and automation of data. With a focus on EDI standards and APIs, Lobster DATA GmbH serves various industries, including logistics, manufacturing, and trade.
- Established Company
- Onsite, Hybrid
- Internet, IT, Telecommunication
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