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FMX is seeking a Manager of Sales Engineering to lead our pre-sales technical organization, ensuring prospects and customers clearly understand the value of FMX solutions and how they align with their unique operational needs.

This role is responsible for managing a team of Solution Engineers who serve as the technical backbone of the sales process, delivering compelling product demonstrations, tailoring solutions to customer requirements, and validating product-market fit to ensure successful downstream implementation and adoption.

Responsibilities:

As the Manager of Solutions Engineering, you will:

• Hire, coach, and develop a high-performing team of Solution Engineers
• Build both technical depth and consultative selling skills within the team
• Foster a culture of curiosity, accountability, and continuous improvement
• Establish clear performance expectations and career development paths
• Partner with Sales to qualify opportunities and improve deal quality
• Identify and communicate product-market fit gaps to the Product team, including timelines for future functionality or confirmation that gaps will not be addressed. Partner with Sales Enablement and Sales Leadership to adjust targeting strategy when needed.
• Support successful client transitions from pre-sales to implementation by establishing clear expectations, scope, and handoff processes when product-market fit is confirmed, and clients select FMX.
• Ensure delivery of high-quality, tailored product demonstrations that clearly articulate value and differentiation
• Validate that proposed solutions align with customer requirements, constraints, and desired outcomes. Identify risks, gaps, or misalignments early in the sales cycle
• Oversee technical discovery, solution design, and validation to align with customer needs and use cases
• Establish best practices for demos, proofs-of-concept, and technical presentations
• Partner with RevOps and/or finance to determine the most effective use of solution engineering resources based on their impact on win rates, average deal size, deal velocity, and SaaS Magic Number (ARR for the quarter divided by sales and marketing spend for the previous quarter)
• Reallocate resources and propose changes to the team, their focus, and processes to deliver improvements in win rates, average deal size, deal velocity, and SaaS Magic Number, where an SE resource(s) was utilized to the CRO via business cases
• Develop and refine playbooks for discovery, demos, and solution design
• Implement tools and processes to improve efficiency and consistency across the team
• Drive the use of reusable assets, demo environments, and solution templates
• Determine whether specific segments and bands require SE resources or whether AEs can deliver the demo using live software or demoware