Senior Solutions Engineer

Sits within Deltatre's 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 position 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 Deltatre's product suite that fit the customer's architecture, goals and timeline, integrate with existing ecosystems and range 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 for proposed solutions, covering cloud hosting, CDN egress, encoding, ad insertion volumes and professional services.
• 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, and help build and maintain the team's reusable AI workflows and knowledge assets.
• 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 on account strategy and 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 judgment 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.

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