Solutions Engineer

Summary

AppDirect, through its subsidiary Firstbase, provides subscription commerce and workplace equipment solutions for businesses. The Solutions Engineer partners with Enterprise Sales to lead technical discovery, demonstrations, solution design, integrations, and technical evaluations for enterprise customers managing device lifecycles and remote-work operations.

Responsibilities

• Partner with Enterprise Sales as the technical owner of the deal. Qualify fit early, drive the technical evaluation, and help the team hit quarterly revenue goals
• Lead technical discovery to map current-state IT, device lifecycle, MDM, identity, procurement, and remote-work operations. Uncover success criteria, constraints, integrations, security/compliance needs, and blockers
• Support MEDDIC on the technical side: metrics and ROI, technical champion, decision criteria, decision process, and pain
• Deliver value-based demos, standard and customized, for mixed audiences from IT operators to C-level
• Differentiate Firstbase vs. status quo and competitors. Handle technical objections, security questionnaires, RFPs/RFIs, and architecture reviews
• Build value propositions and business cases that sales can use with economic buyers
• Configure and troubleshoot integrations and automation (APIs, identity, ITSM, MDM, workflow tools). Document requirements and hand off cleanly to implementation / Customer Success
• Feed Voice of Customer and competitive insight to Product and Engineering in order to shape product roadmap
• Enable Sales, Partners, and Marketing with product knowledge, demo environments, objection handling, and reusable technical assets

Skills

• * BA/BS degree or similar university level education; in lieu of degree, relevant skills or equivalent experience
• * 3+ years in Solutions Consulting, Sales Engineering, or another customer-facing technical role
• * Experience with a structured sales methodology (MEDDIC, Value Selling, or similar)
• * Strong IT or software background, with the ability to ramp on end-user computing: laptop configuration, MDM, imaging, compliance, Apple and Windows device management
• * Experience with integrations, APIs, and automation. Familiarity with webhooks, MDM and identity (SSO / SAML / OAuth) is a plus
• * Practical AI fluency: evaluate use cases, review AI output, explain limits (accuracy, data, security), and design human-in-the-loop workflows
• * Direct work with enterprise B2B SaaS buyers on discovery, solution design, and technical evaluation
• * Strong written and verbal communication. You can go deep with IT and stay crisp with executives
• * Comfort working with a distributed team across the US and Europe
• Familiarity with webhooks, MDM and identity (SSO / SAML / OAuth) is a plus
• LLM tools, agents, or AI-assisted workflows (n8n, Zapier, or similar) are a plus

Qualifications

Must Haves

• * BA/BS degree or similar university level education; in lieu of degree, relevant skills or equivalent experience
• * 3+ years in Solutions Consulting, Sales Engineering, or another customer-facing technical role
• * Experience with a structured sales methodology (MEDDIC, Value Selling, or similar)
• * Strong IT or software background, with the ability to ramp on end-user computing: laptop configuration, MDM, imaging, compliance, Apple and Windows device management
• * Experience with integrations, APIs, and automation. Familiarity with webhooks, MDM and identity (SSO / SAML / OAuth) is a plus
• * Practical AI fluency: evaluate use cases, review AI output, explain limits (accuracy, data, security), and design human-in-the-loop workflows
• * Direct work with enterprise B2B SaaS buyers on discovery, solution design, and technical evaluation
• * Strong written and verbal communication. You can go deep with IT and stay crisp with executives
• * Comfort working with a distributed team across the US and Europe

Nice to Haves

• Familiarity with webhooks, MDM and identity (SSO / SAML / OAuth) is a plus
• LLM tools, agents, or AI-assisted workflows (n8n, Zapier, or similar) are a plus