Senior Solutions Engineer

What you will be doing

The Solutions Engineer - Security/Access Control is an experienced technical and strategic resource who contributes independently across presales engagements. This role goes beyond standard solution delivery to proactively identify client needs, craft customized solutions, and act as a trusted advisor to both clients and internal teams. The Senior Solution Engineer earns credibility with clients through deep domain knowledge, advanced product expertise, and polished demonstrations, while also supporting the growth of junior team members.

Job Summary / Purpose

• The Senior Solutions Engineer - Security/Access Control leads end-to-end presales engagements, acting as a trusted technical and strategic advisor for clients in higher education, corporate and other institutional markets. This role independently manages complex discovery sessions, crafts tailored solution proposals, and builds credibility with client stakeholders through deep Security and Access Control domain expertise and polished product demonstrations.
• Working closely with sales, product, and implementation teams, the Senior SE bridges technical capabilities and business outcomes - translating complex software functionality into compelling value propositions that resonate with both operational staff and executive decision-makers.

Who you will work with

The Senior Solutions Engineer collaborates closely with the Sales team on pre-sales strategy and client proposals, the Product team relaying competitive insights and client feedback, and the Implementation and Support teams to ensure seamless client onboarding. This role also serves as a mentor and resource to Solution Engineers on the team and participates in cross-functional initiatives alongside Solution Engineering leadership.

Key Responsibilities and Duties

• Lead end-to-end presales engagements including discovery sessions, solution workshops, and tailored product demonstrations, independently managing client expectations throughout.
• Proactively identify underlying business and operational challenges during client consultations and translate them into customized Electronic Security/Access Control software solutions.
• Craft compelling value propositions that connect technical capabilities to client-specific outcomes, adapting messaging for both technical users and business decision-makers.
• Anticipate and address client objections proactively during sales engagements, guiding clients toward optimal solution configurations.
• Collaborate with sales, product, and implementation teams to develop complex, customized proposals that align with client goals and operational context.
• Actively research competitive landscapes and client trends, integrating insights into solution recommendations and providing feedback to product teams on features that enhance competitive differentiation.
• Serve as an onboarding mentor and ongoing resource for Solution Engineers, sharing best practices and supporting team development.
• Complete technical documents including Technical Assessments and RFP responses, independently managing scope and quality.
• Bridge communication between cross-functional teams, acting as a go-to resource for technical guidance and helping drive alignment between strategy and execution.
• Participate in the new employee mentorship program to support the development of the broader Solution Engineering team.
• Travel - Estimated travel to be 30-50% with Client sales visits and conferences being the majority.

Required Qualifications

• Certification with Illumia Transaction Solution products or similar product experience.
• 5+ years of experience managing, implementing, and/or supporting Electronic Security/Access Control System software/hardware with demonstrated progression in client-facing or presales roles.
• Understanding of enterprise system deployment environments and integrations to include authentication services, restful APIs, event messaging and network topography.
• Advanced knowledge of Security/Access Control System software applications with strong ability to configure, troubleshoot, and tailor solutions to complex customer requirements.
• Proven ability to lead discovery sessions, uncover underlying business challenges, and design customized solution recommendations.
• Strong communication and presentation skills, with demonstrated ability to translate technical detail into compelling client narratives for diverse audiences.
• Ability to manage cross-functional collaboration independently, driving alignment across sales, product, and technical teams.
• Experience mentoring or providing guidance to junior team members in a presales or consulting environment.

Preferred Qualifications

• Experience and/or certification using Illumia (Transact/CBORD) software and hardware.
• Certification with Security/Access Control products such as S2 NetBox and Genea or other similar solutions.
• Previous experience working in the Higher Education market in a technical aspect.
• Experience consulting with clients on Electronic Security/Access Control Solutions, process optimization, or system implementation.
• Comprehension of software architecture with a deep understanding of enterprise software applications such as ODBC databases, Microsoft Azure, Mobile platforms, and SaaS products.
• Track record of developing technical content or sales collateral that supports solution positioning.

Essential Functions of the job

The duties and responsibilities described in this job description are intended to represent the essential functions of the position as defined under applicable federal, state, and local labor laws, including the Americans with Disabilities Act (ADA). These functions are the fundamental job duties required for successful performance.

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities. Duties may be added, removed, or modified at any time in accordance with business needs and applicable law.

What is good to know

This is a fully remote position. Occasional travel may be required for client site visits, conferences, or team meetings. Candidates must be comfortable presenting to diverse audiences including technical users, operational managers, and executive stakeholders via video conferencing platforms and in-person settings.

Competencies and Behaviors

• Proactive Problem-Solving: Anticipates client challenges before they arise and brings creative, technically sound solutions tailored to each organization's needs.
• Cross-Functional Collaboration: Builds strong working relationships across sales, product, and implementation teams, acting as a trusted bridge between technical and business stakeholders.
• Humble: The right leaders for Illumia don't need to own the spotlight - they share credit, define success collectively, and are quick to elevate the contributions of others. This is a company that still writes its story. The leaders who thrive here find energy in building something together, not in being recognized as the smartest person in the room.
• Hungry: We are not looking for caretakers. We are looking for leaders who are restless about what's possible, self-motivated to close the gap between where we are today and where we need to be, and who are already thinking about the next opportunity before anyone asks.
• Smart: At Illumia, our leaders must operate across a complex, distributed organization spanning multiple product lines, two legacy cultures, and thousands of customers with competing priorities. Technical skills matter, but the ability to read a room, build trust across functions, and bring people along is what separates a great leader from one who burns the organization out.

Additional information

This position is classified as Exempt under the Fair Labor Standards Act (FLSA) and applicable state wage-and-hour laws.

What you get when you join our team

• Flexible time off to include paid holidays and volunteer time.
• Robust health, dental, and vision insurance plans on your first day of employment
• Comprehensive employee assistance program (EAP)
• Employer-paid life insurance/AD&D/short-term and long-term disability insurance
• Flexible spending account (FSA) or health savings account (HSA)
• Matched 401(k)
• Employee stock purchase plan

• Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity, or commissions.
• Your personal information will be handled in accordance with Illumia's Candidate Privacy Notice