Vice President, Solutions Engineering

What You'll Do

Lead and Transform the Global SE Organization

• Design and execute a single global SE operating model, with clear regional alignment, coverage and specialist models, rules of engagement, escalation paths, and decision rights.
• Lead, coach, and retain a globally distributed team of Solution Engineers and Solution Architects; build a leadership bench, succession plans, and a culture of accountability and technical excellence.
• Own capacity and investment planning, including AE-to-SE coverage, skills mix, specialist deployment, geographic allocation, and prioritization of strategic opportunities.
• Build consistent performance expectations, career architecture, talent assessment, development plans, and promotion standards in partnership with People and Revenue Operations.
• Partner with the CRO and regional sales leadership to align SE resources to go-to-market priorities while preserving consistent global standards.

Drive Technical Wins and Revenue Outcomes

• Own the global presales strategy and execution plan supporting Security new-logo acquisition, competitive displacement, expansion, and growth across direct and partner-led routes to market.
• Increase technical win rates and sales productivity by strengthening discovery, qualification, solution design, demonstrations, competitive differentiation, and customer value articulation.
• Establish governance for proofs of concept, pilots, and technical evaluations, including entry/exit criteria, success measures, resource commitments, and conversion to commercial outcomes.
• Be an active member of the CRO leadership team, contributing to pipeline inspection, strategic deal reviews, account planning, forecasting insight, and execution priorities.
• Define and inspect an actionable SE scorecard, including technical win rate, POC-to-win conversion, technical evaluation duration, resource utilization/capacity, and deal progression; partner with Revenue Operations on data definitions.
• Serve as the executive escalation point for high-stakes technical pursuits, critical competitive situations, and strategically important customer engagements.

Be a Strategic Customer and Market Leader

• Engage CISOs, CIOs, fraud and identity leaders, architects, and digital channel executives as a credible advisor who connects security requirements with measurable business outcomes.
• Sponsor executive briefings, architecture workshops, and complex technical evaluations for key global accounts and regulated-industry buyers.
• Guide teams in navigating customer requirements spanning authentication, fraud prevention, digital identity, application security, integrations, deployment architecture, and relevant regulatory expectations.
• Translate field and customer insight into clear competitive intelligence, product feedback, and strategic recommendations.

Connect the Revenue and Product Ecosystem

• Build a structured voice-of-customer feedback loop with Product Management and Engineering, distinguishing critical deal blockers from broader roadmap opportunities.
• Partner with Product Marketing and Sales Enablement on differentiated solution narratives, competitive plays, demos, and practical technical sales training.
• Collaborate with Partnerships and Alliances on partner technical readiness, joint architectures, enablement, and complex ecosystem opportunities.
• Coordinate with Customer Success and Professional Services to validate solution feasibility, manage handoffs, and identify opportunities for adoption and expansion.

Industrialize the Technical Sales Engine

• Own the quality, scalability, and reliability of demos, POC platforms, reference architectures, technical collateral, and reusable field assets.
• Standardize responses to RFPs, RFIs, security reviews, and technical diligence; apply automation and AI where appropriate to improve quality and turnaround time.
• Build continuous portfolio and competitive enablement across SEs, sales teams, and partners, with measurable readiness and certification outcomes.
• Represent OneSpan at selected customer, partner, industry, and analyst forums.

What You Bring

• 15+ years in enterprise cybersecurity or software presales, solution engineering, or technical consulting, including substantial experience leading regional or global SE organizations.
• Demonstrated success building, scaling, or transforming a globally distributed SE function-not simply operating an established team.
• Clear evidence of improving technical win rates, POC conversion, sales efficiency, or other measurable revenue outcomes through SE leadership.
• Deep working knowledge of at least one core area of authentication, identity and access management, fraud prevention, digital identity, or mobile application security, with credibility across adjacent domains.
• Experience selling complex enterprise solutions into financial services, government, or other regulated industries; comfort across hardware, software, SaaS, and hybrid deployments is strongly preferred.
• Ability to engage credibly with C-level buyers while challenging and guiding architects, developers, security teams, and other technical stakeholders.
• Practical architectural fluency in APIs, SDKs, integrations, cloud/on-premises environments, and enterprise security design; capable of leading solution decisions without needing to be the deepest individual specialist.
• Strong commercial acumen and executive partnership skills, including disciplined resource allocation, deal strategy, pipeline analytics, and collaboration with global sales leaders.
• Experience enabling system integrators, resellers, and technology partners; ability to lead through influence in a matrixed organization.
• Excellent communication and leadership skills in English; additional languages are valued.
• Bachelor's degree in a relevant field or equivalent practical experience; advanced degree is a plus.

What Success Looks Like

In your first year, you will have established a clear global SE operating model and performance baseline; strengthened the leadership bench and technical readiness of the organization; implemented repeatable technical evaluation and deal-support standards; and demonstrated measurable improvements in technical conversion, presales efficiency, and the quality of collaboration with regional Sales and cross-functional teams.

Salary

$250,000 - $300,000 (depending on experience and qualifications) plus commission

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