Solutions Sales Engineer (Pre-Sales)
Position Overview
Job Title: Solutions Sales Engineer
Department: Solution Consulting
Reports To: VP, Solution Consulting
Employment Type: Full-Time
FLSA Classification: Exempt
Position Summary
The Solution Sales Engineer leads the technical work in b.well’s sales process. Working with the sales, business development, and marketing teams, this role runs technical discovery with prospects and partners, delivers product demonstrations, writes the technical sections of RFIs and RFPs, and drafts the solution design for each opportunity. It is accountable for the accuracy of that work through contract signature.
The role requires a working command of how the b.well platform, healthcare data, and customer systems operate together, and the ability to translate that knowledge for everyone in an evaluation. That means answering API and integration questions with developers and architects, then framing the same capability for executives in terms of cost, experience, and compliance. As the expert in b.well’s demonstration and sandbox environments, the Solution Sales Engineer shows each buyer how the platform applies to their own use case.
When an evaluation calls for hands-on validation, the Solution Sales Engineer prepares sandbox environments for prospect testing and brings structured feedback to Product and Engineering. The role keeps demonstrations and content current with b.well releases and the product roadmap. At signature, the solution design becomes the basis for the technical handoff, so implementation starts from an accurate record of what was scoped and committed.
Essential Job Functions
Technical Discovery & Solution Design
- Leads technical discovery with prospects and partners to understand their business goals, users, data sources, current systems, and constraints.
- Researches each organization, its market segment, and the regulations shaping its priorities before each engagement.
- Partners with the commercial team to qualify opportunities technically and engage the technical and executive stakeholders who shape the decision.
- Maps requirements to b.well platform capabilities and flags technical risk early in the sales cycle.
- Drafts the solution design document for each opportunity, covering data sources, integration approach, and the configuration needed to meet the prospect’s requirements.
- Documents where a prospect’s requirements diverge from b.well’s standard implementation approach or current product functionality, along with the proposed path for each.
Demonstrations & Presentations
- Builds and delivers demonstrations tailored to the buyer’s market, use case, and audience.
- Translates how data moves through the platform, from connection and consent to delivery into apps and AI tools, into clear narratives and architecture visuals.
- Handles technical objections in the moment and follows up in writing on anything that needs confirmation.
- Supports expansion conversations with existing customers evaluating new products or use cases.
Demo & Evaluation Environments
- Maintains expert knowledge of b.well’s demo and sandbox environments, including their data, configuration, and supported scenarios.
- Prepares sandbox environments for hands-on technical evaluations when an opportunity calls for it, with success criteria agreed up front.
- Supports prospect developers during evaluations with guidance, documentation, and sample requests.
- Brings evaluation and demonstration insights back to Product and Engineering as specific, prioritized feedback with business context.
RFPs, RFIs & Sales Content
- Owns the technical sections of RFIs and RFPs from first draft through final review.
- Addresses common security and compliance questions during evaluations, and brings in the appropriate subject matter experts for detailed responses and security questionnaires.
- Validates technical claims with Product and Engineering so responses reflect current platform capabilities.
- Builds and maintains a library of reusable responses, presentations, demo scripts, and talk tracks.
- Creates customer-facing technical content such as solution overviews, architecture and data-flow diagrams, and one-pagers.
Release Readiness & Market Insight
- Tracks b.well releases and the product roadmap, updating demonstrations, environments, and content as new capabilities ship.
- Briefs the commercial team on new capabilities and how to position them with buyers.
- Looks for patterns across opportunities, such as recurring questions, objections, and capability gaps, and turns them into stronger content and reusable demo scenarios.
Deal Partnership & Handoff
- Supports joint discovery and demonstrations with technology partners.
- Hands off the solution design document to post-sales at contract signature, along with evaluation outcomes, open risks, and technical commitments made during the sale.
Required Qualifications
Experience:
- 3+ years in a pre-sales role such as sales engineering, solutions engineering, or solution consulting at a software or technology company, including experience selling to healthcare organizations or health technology buyers.
- A track record of leading discovery and demonstrations independently with developers, technical buyers, and senior executives.
- Hands-on experience writing technical RFP or RFI responses and solution design or scoping documents.
Knowledge, Skills & Abilities:
SDKs and APIs
- Understands how SDKs and APIs are integrated into web, mobile, and AI-driven applications, and can explain an integration architecture to technical and business audiences.
- Comfortable working with GraphQL and REST APIs, JSON, and sandbox environments, including running live requests during demonstrations.
Healthcare data and exchange
- Working knowledge of FHIR R4 resources and APIs.
- Working understanding of HL7v2, C-CDA, and X12 transactions.
- Understands how national and regional exchange networks (TEFCA and QHINs, CommonWell, Carequality, HIEs) locate and exchange patient records, and how purpose of use and consent affect what comes back.
Identity and security
- Working understanding of OAuth 2.0, OpenID Connect, and SMART on FHIR, sufficient to explain authorization flows to a prospect.
- Familiarity with HIPAA, HITRUST, and other security and compliance frameworks common in healthcare technology evaluations.
Business acumen and communication
- Understands how health plans, health systems, digital health companies, and employers evaluate and buy technology, and what drives their decisions.
- Presents with confidence in person and virtually, and writes clear, accurate technical content under deadline.
- Manages multiple concurrent evaluations without losing track of details or commitments.
- Uses AI tools daily for specific parts of pre-sales work, such as discovery preparation, demo building, RFP drafting, and content creation, and can share examples.
Preferred Qualifications
- Hands-on implementation, integration, or developer-facing experience that provides firsthand knowledge of what happens after the sale.
- Experience selling into more than one healthcare market segment.
- Familiarity with federal interoperability requirements and HL7 standards, such as CMS and ONC interoperability rules, USCDI, US Core, Da Vinci, and other HL7 FHIR implementation guides.
- Experience with EHR platforms or healthcare integration engines.
- Exposure to LLM applications, AI assistants, or the Model Context Protocol (MCP), and the ability to demonstrate AI-driven health experiences.
- Experience running proofs of concept or pilots with defined success criteria.
Core Competencies
- Technical Depth & Curiosity: Learns new products, standards, and regulations quickly and stays hands-on with the platform so answers stay accurate.
- Accuracy Under Pressure: Delivers correct answers and demo builds on tight timelines and does not commit to a capability the product does not offer.
- Business Acumen: Recognizes which problems matter most to a buyer and focuses the evaluation on them.
- Feedback Discipline: Distinguishes a single prospect’s request from a market pattern and supports product feedback with evidence.
- Collaboration & Judgment: Works easily across the commercial team, Product, and Engineering, and knows when a question needs a subject matter expert.
Supervisory Responsibilities
This is an individual contributor role with no direct supervisory responsibilities.
The target salary range for this position is $110,000 - $135,000 and is part of a competitive total rewards package including stock options and benefits. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.
Data shows that women, people of color, and other underrepresented groups may be less likely to apply for jobs unless they believe they are a perfect match. But b.well holds diversity amongst its key values, and we have a strong commitment to building our workforce and products through that lens.
You don't have to check every box in this job description to be a great fit for the role! If you're excited about this position and the prospect of working for b.well, please apply. If it turns out this role isn't for you, there may be other openings that could align with your experience and expertise!
We are committed to an inclusive and diverse b.well. We are an equal opportunity employer. We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran, genetic information, marital status or any other legally protected status.