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Über
DTN is at an exciting inflection point. Building off a foundation of financial strength, profitability, and industry trust, we're accelerating growth and expanding our global footprint. Our purpose-built solutions-powered by AI and honed by decades of vertical expertise-are helping some of the world's most significant enterprises thrive amid operational constraints and uncover new opportunities in a fast-changing world.
J
ob Description:
DTN is seeking an accomplished and visionary Senior Director of Solutions Engineering to build, lead, and scale our global Solutions Engineering (SE) organization. This leader will develop the strategy, frameworks, and operating model that empower our SE team to deliver world-class technical expertise, articulate measurable customer value, and drive revenue across our Energy (Refined Fuels), Agriculture & Weather vertical and adjacent markets.
In this role, you will combine strong technical depth, exceptional communication skills, and a proven track record in enterprise pre-sales leadership. You will guide a high-performing team of Sales Engineers, setting standards for technical rigor, value-based selling, demo excellence, and cross-functional alignment. Your team will serve as trusted advisors to prospects and customers, translating complex requirements into compelling solution architectures, business cases, and ROI narratives.
Key Responsibilities: Strategic Leadership & Team Management
Ensure the team uses structured, outcome-led discovery processes that uncover pain points, quantify impact, and create decision clarity early in the sales cycle. Build, lead, and mentor a high-performance Solutions Engineering team with a culture of collaboration, accountability, and continuous improvement. Define the SE operating model, including coverage strategy, processes, KPIs, demo standards, and value-selling frameworks. Drive professional development plans, onboarding programs, and ongoing skills training for SEs across technical, commercial, and industry expertise. Partner with Sales Leadership to ensure seamless seller-SE engagement throughout complex sales cycles. Accountable for improving deal velocity by ensuring Solutions Engineers drive clarity early in the sales cycle. Sales Cycle Leadership
Act as the executive-level bridge between Sales, Product, Engineering, and Professional Services to validate feasibility, influence roadmaps, and mitigate risk on complex deals. Oversee SE involvement in all stages of the sales process, ensuring the team delivers best-in-class discovery, technical validation, and solution alignment. Review and elevate the quality of product demonstrations, use-case storytelling, and executive-level presentations delivered by the SE team. Build and maintain methodologies for quantifying value and articulating ROI, guiding the team to create compelling business cases aligned with customer pain points and strategic goals. Engage directly with strategic enterprise opportunities as an executive sponsor. Solution Architecture & Innovation
Define standards for translating customer requirements into technically sound, scalable, and differentiated solution designs. Partner closely with Product and Engineering to communicate market needs, influence product roadmaps, and resolve complex or non-standard customer requests. Build reusable architectures, demo environments, and integration patterns that accelerate deal cycles and ensure consistency. Partner with Professional Services to create training and certification paths that reinforce consistent delivery across customer-facing teams Technical Validation & Governance
Establish SE best practices for managing POCs, pilots, and technical evaluations, ensuring consistent execution and measurable success criteria. Oversee quality and accuracy of RFP/RFI responses, security documentation, and compliance workflows for enterprise engagements. Implement scalable systems to capture and operationalize competitive intelligence, customer requirements, and field feedback. Enablement, Assets & Thought Leadership
Create and maintain a library of technical sales materials, including demo scripts, value frameworks, competitive positioning, and configuration guides. Partner with Sales Enablement to design and deliver onboarding, ongoing training, and skill certification for SEs and cross-functional teams. Serve as an industry evangelist, staying ahead of trends in Energy (Refined Fuels), data platforms, SaaS, APIs, and compliance landscapes. Represent DTN at conferences, customer advisory boards, and strategic customer engagements. Qualifications & Skills
10-15+ years in Solutions Engineering, Pre-Sales, or Technical Consulting, with at least 5 years leading and scaling SE teams. Proven experience guiding SE teams through complex enterprise sales cycles, preferably in SaaS, or data-driven solutions. Demonstrated ability to quantify and articulate value, build robust ROI models, and influence executive-level stakeholders. Demonstrated ability to lead SE teams that sell outcomes, not features, and guide customers quickly to clarity and confident decisions Strong understanding of enterprise data platforms, APIs, workflow integrations, cloud architectures, and technical validation processes. Deep familiarity with operational workflows and regulatory/compliance needs is highly preferred. Exceptional leadership skills with the ability to hire, mentor, and elevate top technical talent. Outstanding communication-capable of simplifying complex concepts and tailoring them to both technical and business audiences. Strong collaboration skills across Sales, Product, Engineering, and Customer Success. Bachelor's degree in a technical or related field preferred; advanced degrees a plus. Why Join DTN?
Competitive Salary & Leadership Incentive Plan Unlimited PTO Flexible, remote-first work model with optional Houston office presence Competitive Medical, Dental, and Vision Insurance Plans 6% 401(k) matching Access to 13k+ professional learning courses Employee Assistance Program (EAP) Collaborative, high-impact environment shaping the future of the energy industry The targeted hiring base pay range for this position is between $135,000 and $180,000. DTN is a pay for performance organization, which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors, including but not limited to: prior work experience, training/education, transferable skills, business needs, internal equity and applicable laws. The targeted hiring base pay range is subject to change and may be modified in the future. This role may also be eligible for market competitive variable pay and benefits.
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About DTN:
DTN is a global data and technology company helping operational leaders in energy, agriculture, and weather-driven industries make faster, smarter decisions. Our Operational Decisioning Platform turns complex data into decision-grade insights-empowering customers to expand their margins, accelerate growth, and outpace risk. With more than 1,200 employees globally, DTN serves the companies that feed, fuel, and protect the world.
At DTN, we value
clarity,
trust , and
action . We're a team of problem-solvers, outcome-drivers, and industry nerds who believe that precision matters - and that mission is at the core of what we do.
Trust Built:
We earn it. We keep it. We protect it. Our neutrality, precision, and integrity are non-negotiable. Confidence-Driven:
We help customers move with clarity and conviction. We bring the data and operational knowledge leaders need to act. Built for Industry:
We speak operations because we come from operations. Our expertise is forged in fuel terminals, fields, flight paths, and forecasts. Future-Forward:
We see what's coming- and we're ready. We help customers lead through change with smarter decisioning.
Recruitment Fraud Notice:
DTN is aware of incidents where external parties have impersonated our organization, issuing fraudulent communications and/or job offers. Please be advised that all legitimate communication from DTN will come from an official @dtn.com email address or through our Paradox AI automated scheduling platform (Talent IQ). Any offers are extended directly by our Talent Acquisition team following a formal interview process.
If you receive a suspicious message or offer claiming to be from DTN, please do not engage. Contact our Talent Acquisition team at Careers@dtn.com to verify the legitimacy of any communication. Report any fraudulent messaging as phishing or spam.
DTN is an Equal Opportunity Employer.
We welcome and encourage applicants of all backgrounds, including minorities, women, veterans, and individuals with disabilities.
Sprachkenntnisse
- English
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