Solution Engineering Manager

Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator. Tulip has also been named one of Energage’s Top Workplaces USA and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work” for 2023. 

About You:

• You will be the technical go-to person for Global strategic accounts responsible for providing pre sales technical/functional support to prospective clients, customers and channel partners

• You will be involved with projects from architecting a solution, demoing the solution, supporting technical discussions providing confidence to the customer through showing the platform's capabilities, showing implementation support, customer use cases and scoping of the solution depending on the customer's pain points. 
• You like to get involved in the planning of the go-to-market strategies with Tulip's strategic partners
• You are always looking at ways to improve systems at scale, implement best practices, and improve our methodology and quality of integrations within the pre sales engineering team. 
• You are eager to work cross functionally to improve the exposure to Tulip with the goal of decreasing our sales cycle 

What skills do I need? 

• BS degree in Engineering (Mechanical, Industrial, Chemical, Computer Science). MSc degree is a plus
• 5-10 years of either IT or technical application delivery experience in a manufacturing environment (desired experience working directly with MES solutions and alike) 
• Experience in selling to or working with manufacturing companies to help them with their digital transformation journey
• Excellent business writing, presentation and communication skills
• Close familiarity with enterprise systems such as ERP, MES, MOM, etc. 
• Team player with strong interpersonal skills and ability to take a leadership role to eventually manage a team. 
• Have passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT, and cloud solutions.
• Detail-oriented individual with the ability to quickly assimilate and apply new concepts, business models, and technologies.
• Travel:  Please note this role will involve some travel between 20-30% depending on demand.

Key Responsibilities:

In order to succeed at Tulip, you will:

• Partner with the strategic account representative and the strategic account manager in order to secure the "technical win"
• Develop, present and deliver high-impact technical demonstrations of the Tulip solutions on a daily basis (Demos, technical presentations, technical discussions, etc.) 
• Clearly articulate the benefits of Tulip’s  applications to all levels including but not limited to line of business managers, "C" level executives, and IT
• Provide comprehensive technical pre sales support to Tulip’s channel partners and strategic partners including developing and training personnel on product demonstrations, product positioning, and competitive overviews (competitive intelligence) to leverage our free trial in many cases in tandem with the strategic seller. 
• Identify and collaborate with prospect technical stakeholders to align around Tulip’s solution and secure commitments needed to ensure a “technical close” 
• Manage and maintain internal requests using our internal systems. 
• Provide input to other cross-functional departments pertaining to prospect requests and product enhancements as needed
• Facilitate brainstorming sessions and consensus building
• Perform needs gathering and requirement analysis for new customers  
• Analyze and track reseller competencies and technical delivery. 
• Help develop and answer RFx (RFI, RFP, RFQ), technical assessments, technical and security questionnaires 

Key Collaborators:

• Sales team
  • Account executives
  • Channel Partner Management
  • Strategic Partner Management
• Customer Services Team: 
  • Customer solutions 
  • Customer success and Account Management

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. 

We are building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package
• Hybrid work model and unlimited vacation policy
• Virtual company events and happy hours

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform manufacturing.