The Role:

Versaterm is seeking a Solutions Engineering Manager to lead and scale the Solutions Engineering team supporting DroneSense. This role is responsible for driving technical pre-sales excellence, building a high-performing team, and partnering cross-functionally with Sales, Product, and Customer Success to deliver impactful customer outcomes.

This leader will serve as both a player-coach and strategic partner, ensuring the team delivers compelling product demonstrations, supports complex sales cycles, and enables successful customer adoption. The role requires strong technical depth, executive presence, and the ability to translate customer needs into scalable solutions within mission-critical public safety environments.

What You Do:

• Team Leadership & Development
• Build, mentor, and lead a high-performing team of Solutions Engineers
• Establish best practices for pre-sales engagement, technical discovery, and solution delivery
• Foster a culture of accountability, continuous learning, and customer-centric problem solving
• Provide coaching on deal strategy, technical positioning, and executive communication

Pre-Sales & Customer Engagement

• Partner with Account Executives and Sales Leadership to support complex, multi-stakeholder sales cycles
• Lead and oversee delivery of tailored product demonstrations aligned to customer needs and operational workflows
• Act as a senior technical and domain expert in high-impact deals and strategic accounts
• Support field engagements, executive briefings, and on-site demonstrations with public safety agencies

Go-to-Market Strategy & Execution

• Collaborate with Sales leadership to develop and refine territory and account strategies
• Use data-driven insights to identify high-value opportunities and optimize resource allocation
• Contribute to pipeline development and help drive deal progression through technical validation
• Trials, Pilots & Customer Success Alignment
• Oversee strategic pilot programs and customer trials, defining success criteria and ensuring alignment across teams
• Lead post-trial evaluations and support conversion of pilots into long-term customers
• Partner with Customer Success to ensure seamless handoff from pre-sales to post-sales and long-term adoption

Cross-Functional Collaboration

• Work closely with Product and Engineering to relay customer feedback, feature requests, and market insights
• Partner with Marketing to support messaging, positioning, and field enablement
• Help shape product positioning within the public safety and drone ecosystem

Industry Leadership & Representation

• Represent DroneSense at industry events, conferences, and customer engagements
• Build credibility and relationships with public safety leaders and key stakeholders
• Serve as a trusted advisor in mission-critical operational environments

What You Bring:

• 5+ years of experience in Solutions Engineering, Sales Engineering, or Technical Pre-Sales, with leadership or management experience
• Strong technical acumen combined with business and operational understanding
• Prior experience scaling or building Solutions Engineering teams
• Proven ability to support and close complex, enterprise-level deals
• Experience delivering impactful product demonstrations and leading technical discovery
• Strong executive presence with the ability to influence internal stakeholders and external customers
• Experience collaborating cross-functionally across Sales, Product, Marketing, and Customer Success
• Excellent written and verbal communication skills
• A hands-on, low-ego leadership style with a willingness to operate as both coach and contributor
• Ability to execute with minimal direction in a fast-paced, high-growth environment
• The ideal candidate will champion AI‑forward initiatives across the sales lifecycle to improve accuracy, efficiency, and competitive differentiation.

Preferred Qualifications:

• Experience in public safety, drone/UAS technology, or mission-critical SaaS platforms
• Experience supporting government or public sector sales cycles
• Familiarity with integrations, APIs, and technical solution architecture

The Role

The Proposal Manager is an individual contributor responsible for proposal efforts as a subject matter expert across Versaterm’s Pre-Sales proposal operations.  This role applies expertise in public sector procurement and enterprise SaaS proposals to ensure high-quality, compliant, and competitive submissions across product lines.  This role provides work guidance, training and informal mentorship to proposal specialists and supports continuity of knowledge, best practices and process maturity across the function. 

What You'll Do

• Independently manage and execute high‑complexity, multi‑product RFPs, RFIs, RFQs, and other solicitation responses.
• Review and interpret procurement requirements and translate them into detailed proposal action plans.
• Develop and review proposal content to ensure technical accuracy, compliance, and alignment with solution capabilities.
• Ensure proposals meet all submission requirements, deadlines, and formatting standards.
• Maintain and improve proposal library content to ensure accuracy, consistency, and relevance across all Versaterm products.
• Identify gaps in reusable content and collaborate with cross‑functional stakeholders to develop updated responses.
• Conduct detailed compliance and quality reviews prior to submission.
• Identify inefficiencies and propose process improvements to enhance proposal throughput and quality.
• Act as a subject‑matter expert for proposal processes, tools, and public sector bid requirements.
• Provide direction and guidance to proposal specialists on execution standards, timelines, and quality expectations.
• Support training and ramp‑up of new or less‑experienced proposal team members, including documentation and knowledge transfer.
• Serve as a continuity resource during role transitions or changes in staffing.
• Partner with the Pre‑Sales Manager and Pre‑Sales Consultants to ensure solution descriptions accurately reflect capabilities and delivery expectations.
• Collaborate with Sales, Product Management, Legal, Finance, and Implementation teams to gather required inputs and approvals.

What You'll Bring

• Bachelor’s degree in Marketing, Communications, Public Administration, Criminal Justice, or a related field required.
• 3-5+ years of experience in progressive experience responding to RFPs within SaaS, public sector, or government technology environments.
• Demonstrated experience managing complex, enterprise‑level proposal responses independently.
• Prior experience supporting or training other proposal contributors preferred.
• Strong understanding of public sector procurement processes and compliance requirements.
•  Advanced proficiency with proposal management systems and content libraries.
• Expert-level writing, editing, and document structuring skills.
• High attention to detail and ability to manage multiple concurrent deadlines.
• Advanced proficiency in Microsoft Office Suite, SharePoint, and Adobe PDF.
• Experience with bid portals and opportunity tracking systems; BidPrime and Responsive (RFPIO) experience strongly preferred.