Solution Engineer
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Job Description
Enterprise Solution Engineer leading technical strategy for high-value deals at Orca AI. Focus on transforming maritime operations through real-time AI and computer vision.
Responsibilities:
- Lead technical strategy for complex enterprise opportunities
- Run advanced discovery sessions with technical and operational stakeholders
- Design solution architectures tailored to customer environments
- Present and defend solutions to C-Level, VPs, and technical committees
- Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.)
- Own the Technical Win: Proactively define and drive Proof of Value (POV) success criteria
- Identify and mobilize technical champions
- Anticipate and address objections before they surface
- Treat technical validation as a competitive battlefield
- Ensure seamless handover to Implementation and Customer Success
- Translate customer needs into product requirements
- Act as a trusted advisor between customers and Product
- Contribute field insights to influence roadmap decisions
- Build technical assets, demos, and competitive materials when needed
- Actively contribute to qualification (pain, impact, technical fit, buying process)
- Support structured methodologies such as MEDDPICC
- Maintain strong POV documentation and validation plans
Requirements:
- 5+ years in Enterprise Pre-Sales, Solution Engineering, or Technical Consulting
- Proven experience leading complex enterprise deals
- Experience running structured POCs in enterprise environments
- Background in Hardware + SaaS solutions - strong advantage
- Maritime, Shipping, or Operations experience - strong plus
- Fluent in English (additional European languages - a plus)
Benefits:
- Health insurance
- Retirement plans
- Paid time off
- Flexible working arrangements
- Professional development
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