Senior Solutions Engineer

Sits within the Solution Engineering function, working with customers to shape how the product suite delivers what they want to achieve. It partners with Sales, Product and Engineering to turn customer needs into credible technical solutions for sports and media organisations across live and on-demand streaming, and reports to the VP Solution Engineering. The postholder leads technical discovery, runs demos and proofs of concept, shapes the technical response to RFPs and RFIs, and remains the technical voice for the customer through to handover into delivery.

• Lead technical discovery with prospects and customers, translating business goals into clear technical requirements.
• Design modular solutions across the product suite that fit the customer's architecture, goals and timeline and integrate with their existing ecosystem, ranging from software-only to fully managed service.
• Deliver tailored demos and proofs of concept that show real value in the customer's own workflow rather than a feature tour.
• Write the technical sections of proposals, RFPs and RFIs, with accurate scope and clearly stated assumptions.
• Build cost and effort models covering cloud hosting, CDN egress, encoding, ad insertion volumes and professional services, and work with Sales on pricing structure, total cost of ownership comparisons and business cases for customer stakeholders.
• Help qualify opportunities and provide bid/no-bid input so the team focuses its effort on the deals it can win.
• Use AI tools daily to speed up discovery, RFP and compliance responses, solution documentation and proof-of-concept builds, help build and maintain the team's reusable AI workflows and knowledge assets, and speak credibly about AI capabilities in the products and in customers' workflows
• Such as metadata enrichment, tagging, translation and personalisation.
• Act as the technical point of contact for customers during the sales cycle, building trust with technical and business stakeholders, and work with Account Managers to understand account strategy and spot expansion opportunities.
• Support the handover to Delivery teams so that what was sold is what gets built.
• Bring customer feedback and recurring requirements to Product and Engineering to inform the roadmap, and keep reusable assets such as demo environments, reference architectures and technical collateral current.

• Experience in a solutions engineering, sales engineering, pre-sales or technical consulting role on the vendor side (at a technology, platform or service provider) or in a closely related role, working with enterprise customers.
• Strong, hands-on experience of the OTT ecosystem: live, VOD and FAST workflows, encoding and packaging, DRM, CDN, server-side ad insertion, identity, entitlement and subscription management, analytics, and multi-device delivery across web, mobile, connected TV and Android TV/operator devices.
• Comfortable building cost models and business cases, including usage-based cloud and streaming costs, and explaining them to commercial and finance stakeholders.
• Proven, practical use of AI assistants or agentic tools in day-to-day work, with the judgement to check outputs for accuracy and handle customer information appropriately.
• Ability to explain technical concepts clearly to technical and non-technical audiences, including executives.
• Solid understanding of cloud-based architectures, APIs and system integration.
• Experience running demos, proofs of concept or technical workshops with customers.
• Experience responding to RFPs and RFIs and documenting technical solutions and assumptions.
• Experience working alongside Sales, Product and Engineering teams.
• Excellent written and spoken English.

• Experience in sports, media or entertainment technology.
• Experience with B2B SaaS or multi-product platforms.
• Hands-on scripting or AI-assisted prototyping skills for building proofs of concept.
• Experience in a quota-carrying or revenue-aligned team.
• Listening for the problem behind the request and being candid about what the product does today and what it does not, so the customer decides with the full picture.
• Keeping demos grounded in the customer's real workflow, putting a realistic number on what a solution will cost, and using AI to work faster without losing accuracy.
• Documenting assumptions and bringing insight from customer conversations back to Product and Engineering.

• Offered on a US employment contract; candidates must be based in the New York City metro area or elsewhere on the US East Coast and be able to travel.
• Remote working from outside the country cannot be supported due to local employment and tax legislation.
• Based on the US East Coast, the role works closely with colleagues across UK and European time zones and travels to customers when a deal requires it.
• Hands-on role: the postholder builds the demos, solution designs, cost models and proposal materials rather than directing others to produce them.
• Demanding, fast-paced role in which several opportunities are often run in parallel; bid deadlines and customer timelines mean workloads peak, sometimes requiring extended hours.