Senior Manager Solution Engineering Specialisation EMEA SMB

About the Role

As Senior Manager of Specialist Solution Engineering (SMB EMEA), you will lead a team of elite technical experts driving technical wins and transformative solutions across the Salesforce ecosystem.

You will build, mentor and scale a world-class team of Solution Specialists who translate complex business challenges into elegant Salesforce architectures, directly impacting regional Annual Recurring Revenue (ARR).

Sitting at the intersection of cutting-edge technology and business growth, your team will serve as the technical foundation for our most strategic SMB relationships across EMEA, enabling growing mid-market enterprises to unlock unprecedented value and scale their operations through Salesforce applications and AI innovation.

Key Responsibilities & Day-to-Day Impact

1. Team Leadership & Development

• Build, mentor and scale a team of 10+ senior Solution Engineers and Architects specialising in AI, Cloud and Enterprise solutions.
• Establish technical standards, playbooks and best practices for solution design and customer engagement.
• Conduct regular 1:1s, performance reviews and career development planning with direct reports.
• Drive recruitment efforts to attract top-tier technical talent and build diverse, high-performing teams.

2. Strategic Customer Engagement

• Partner directly with C-level executives and technical leaders at strategic accounts to understand business objectives and architect transformative solutions.
• Lead complex proof-of-concept initiatives and technical evaluations for deals valued at $1M+ ARR.
• Deliver executive-level presentations and technical demonstrations that articulate business value and ROI.
• Act as a trusted advisor to customers on their AI and digital transformation strategies and roadmaps.

3. Cross-Functional Collaboration

• Collaborate with Product, Engineering, Marketing and Research teams to create concept-ready demonstrations for clients, enablement materials for wider EMEA teams and thought leadership presentations at conferences and events.
• Partner with Sales leadership to develop account strategies, qualify opportunities and accelerate deal velocity.
• Work with Customer Success and Forward Deployment Engineering teams to ensure smooth handovers and drive product adoption post-sale.
• Contribute to company-wide go-to-market strategy and positioning.

4. Technical Excellence & Innovation

• Stay current on industry trends, the competitive landscape and emerging technologies in AI/ML, cloud infrastructure and enterprise architecture.
• Develop reusable solution patterns, reference architectures and technical assets that accelerate customer outcomes.
• Represent Salesforce at industry conferences, customer events and technical forums.
• Drive thought leadership through white papers, technical blogs and speaking engagements.

Business Impact & Success Metrics

Performance will be measured across the following Excellence Factors and associated KPIs:

Trusted Partner

• Customer Attrition
• ACV (Annual Contract Value)
• Solution Scorecard
• Completion

Trusted Advisory

• Trusted Advisory metrics (role-specific advisory quality measures).

Talent Multiplier

• Great Insight Score (employee engagement survey).
• Team member attrition and retention.
• Team IDP documentation and execution.
• Quarterly Check-In documentation and execution.
• Coaching and Development.

Business Leader

• Growth / Attainment (quota attainment).
• Pipegen (pipeline generation).
• Forecast Accuracy.
• ACV (Annual Contract Value).

Attendance & Travel Requirements

Collaboration-Focused Hybrid Working Policy

This role requires a minimum of 3 days per week in our Dublin hub office .

In-office days are designed to maximise team collaboration, customer meetings and cross-functional alignment. Specific in-office days may be adjusted based on customer meeting schedules and team requirements.

Customer-Driven Flexibility

• Customer meeting schedules may require adjustments to standard in-office days.
• Executive customer engagements may necessitate specific office presence for on-site meetings.
• Proof-of-concept periods may require extended on-site or customer-site presence.

Team Collaboration Needs

• Weekly team meetings, 1:1s and planning sessions scheduled on core in-office days.
• Cross-functional collaboration sessions with Product and Engineering coordinated around office days.
• New-hire onboarding includes increased in-office presence during the first 90 days (4–5 days per week recommended).

Travel Requirements

• Domestic Travel: 20–30% for regional customer meetings and internal events.
• International Travel: 5–15% for global accounts and international conferences.
• Peak Periods: Increased travel during fiscal quarter-end, major product launches and industry conference season.

Required Skills, Qualifications & Competencies

Must-Have Requirements

Experience

• 10+ years of experience in technical pre-sales, solution architecture or technical consulting roles.
• 5+ years of experience managing and developing high-performing technical teams.
• Proven track record of closing complex deals ($500K+ ACV).
• Experience working across industry verticals, enterprise clients and start-up environments.
• Proven ability to break down complex, multi-threaded go-to-market initiatives and drive positioning at start-up pace and enterprise scale.

Technical Skills

• Deep expertise in AI/ML systems, large language models, cloud architecture and enterprise integration.
• Strong understanding of modern software development practices, APIs and integration patterns.
• Hands-on experience with Python, SQL, REST APIs and cloud platforms (AWS, Azure or GCP).
• Ability to architect solutions spanning multiple technologies and vendor ecosystems.

Leadership & Communication

• Exceptional executive presence and ability to engage with C-suite stakeholders.
• Proven ability to build, mentor and retain top technical talent.
• Outstanding written and verbal communication skills, with the ability to engage technical and non-technical audiences.
• Experience driving cross-functional initiatives and influencing without authority.

Business Acumen

• Understanding of enterprise sales cycles, procurement processes and commercial negotiations.
• Ability to articulate ROI, business value and strategic alignment of technical solutions.
• Track record of contributing to revenue targets and business growth.
• Experience with solution pricing, sizing and commercial modelling.

Nice-to-Have Requirements

Advanced Technical Expertise

• Graduate degree in Computer Science, Engineering or a related field.
• Experience with AI/ML model training, fine-tuning and deployment at scale.
• Published technical content, patents or open-source contributions.
• Relevant certifications (AWS Solutions Architect, GCP Professional Architect, etc.).

Domain Expertise

• Industry-specific knowledge in Financial Services, Healthcare, Retail or Manufacturing.
• Experience with regulatory compliance frameworks (SOC 2, GDPR, HIPAA, etc.).
• Background in management consulting or professional services.

Leadership Experience

• Experience managing managers or leading distributed teams.
• Track record of building teams from scratch or leading organisational transformation.
• Executive coaching or leadership development training.
• Performance management and coaching experience.