Solutions Engineer
Teal Communications, Inc. · Kirkland, WA ·
- Seniority
- Senior
- Category
- Solutions engineering
- Experience
- 5+ years
TEAL is at the forefront of global IoT and eSIM technology. We are looking for a technical, customer-obsessed, and commercially aware Solutions Engineer (SE) to join our growing sales organization.
The Solutions Engineer is the primary technical resource for our sales team. You are the "technical brain" of the sales process, responsible for securing the "technical win" by demonstrating how our advanced connectivity solutions can solve the complex challenges of our customers. You will also act as a key subject matter expert for the wider organization, serving as a critical escalation point for our Technical Support team on our most complex connectivity and platform issues.
You will partner with Account Executives to evangelize our platform to some of the most innovative companies in the world—from EV charger manufacturers and drone operators to smart metering and telematics providers.
The ideal candidate is a natural problem-solver who can bridge the gap between our customers' technical teams and our commercial proposal. You must be comfortable whiteboarding a complex provisioning flow one moment, presenting to a C-level executive the next, and diagnosing a high-stakes customer-down situation with the support team.
Key Responsibilities
The Solutions Engineer is the primary technical resource for our sales team. You are the "technical brain" of the sales process, responsible for securing the "technical win" by demonstrating how our advanced connectivity solutions can solve the complex challenges of our customers. You will also act as a key subject matter expert for the wider organization, serving as a critical escalation point for our Technical Support team on our most complex connectivity and platform issues.
You will partner with Account Executives to evangelize our platform to some of the most innovative companies in the world—from EV charger manufacturers and drone operators to smart metering and telematics providers.
The ideal candidate is a natural problem-solver who can bridge the gap between our customers' technical teams and our commercial proposal. You must be comfortable whiteboarding a complex provisioning flow one moment, presenting to a C-level executive the next, and diagnosing a high-stakes customer-down situation with the support team.
Key Responsibilities
- Technical Sales Partnership:
- Partner with Account Executives to drive new business and achieve revenue targets.
- Lead in-depth technical discovery calls to understand a customer's specific use case, technical requirements, and business challenges.
- Solution Design & Architecture:
- Architect and design comprehensive solutions using our eSIM, connectivity, and management platform (APIs, etc.).
- Create and present solution architecture diagrams, data flow models, and technical proposals that clearly map our solution to the customer's needs.
- Demonstration & Proof of Concept (PoC):
- Develop and deliver compelling, customized product demonstrations that are relevant to the customer's specific vertical (e.g., EV charging, logistics).
- Design, manage, and successfully drive customer Proofs of Concept (PoCs), acting as the primary technical advisor to ensure a successful evaluation.
- Cross-Functional Technical Expertise:
- Serve as a critical escalation point (e.g., Tier 3) for the Technical Support team on novel, complex, or high-impact customer issues that require deep platform or GSMA standards expertise.
- Partner with Support and Engineering to investigate, replicate, and resolve the most challenging technical problems, ensuring senior-level technical ownership through to resolution.
- Act as the "voice of the customer" and technical expert, providing actionable field feedback to our Product and Engineering teams to shape our roadmap.
- Own the technical sections of RFPs, RFIs, and security questionnaires.
- 3-5+ years in a customer-facing technical role, such as Solutions Engineering, Sales Engineering, Technical Account Management, or Field Application Engineering.
- Essential: A strong, practical understanding of the cellular and mobile ecosystem (MNOs, MVNOs, 3GPP standards, core network elements).
- Essential: Deep technical knowledge of eSIM architecture and GSMA standards, specifically the provisioning flows and use cases for SGP.02 (M2M) and SGP.32 (IoT).
- Hands-on experience with REST APIs, with the ability to build a simple demo, troubleshoot an API call (e.g., using Postman), and explain API concepts to both technical and non-technical audiences.
- Superior diagnostic and problem-solving skills, with a proven ability to troubleshoot complex, multi-layered technical issues.
- Proven ability to manage complex, multi-stakeholder technical evaluations (PoCs).
- Exceptional communication and presentation skills, with the ability to simplify complex technical ideas for a business-focused audience.
- Direct experience working in the IoT/M2M industry.
- Experience in our key customer verticals (e.g., telematics, EV, smart metering, drones, logistics).
- Experience acting as a formal or informal "Tier 3" escalation point for a technical support organization.
- Familiarity with common IoT protocols (MQTT, CoAP, LwM2M) and cloud platforms (AWS IoT, Azure IoT Hub).