Solutions Engineering Manager - DroneSense

The Company Versaterm is a global public safety solutions company helping agencies transform how they serve their communities. Since 1977, we've been building an ecosystem of intuitive tools designed for public safety agencies, forensic labs, court systems, schools and other institutions. Through purposeful integrations and a selective growth strategy, we focus on improving workflows to help our customers achieve more efficient operations, better service and more just outcomes.Our teams are driven by innovation, expertise and an unwavering commitment to customer success. As we continue to grow and expand our ecosystem, you'll have the opportunity to contribute to solutions that enhance community safety and transform the future of public safety technology. If you're passionate about making a meaningful difference, we'd love to hear from you.The Role:Versaterm is seeking a Solutions Engineering Manager to lead and scale the Solutions Engineering team supporting DroneSense. This role is responsible for driving technical pre-sales excellence, building a high-performing team, and partnering cross-functionally with Sales, Product, and Customer Success to deliver impactful customer outcomes.This leader will serve as both a player-coach and strategic partner, ensuring the team delivers compelling product demonstrations, supports complex sales cycles, and enables successful customer adoption. The role requires strong technical depth, executive presence, and the ability to translate customer needs into scalable solutions within mission-critical public safety environments.What You Do:Team Leadership & DevelopmentBuild, mentor, and lead a high-performing team of Solutions EngineersEstablish best practices for pre-sales engagement, technical discovery, and solution deliveryFoster a culture of accountability, continuous learning, and customer-centric problem solvingProvide coaching on deal strategy, technical positioning, and executive communicationPre-Sales & Customer EngagementPartner with Account Executives and Sales Leadership to support complex, multi-stakeholder sales cyclesLead and oversee delivery of tailored product demonstrations aligned to customer needs and operational workflowsAct as a senior technical and domain expert in high-impact deals and strategic accountsSupport field engagements, executive briefings, and on-site demonstrations with public safety agenciesGo-to-Market Strategy & ExecutionCollaborate with Sales leadership to develop and refine territory and account strategiesUse data-driven insights to identify high-value opportunities and optimize resource allocationContribute to pipeline development and help drive deal progression through technical validationTrials, Pilots & Customer Success AlignmentOversee strategic pilot programs and customer trials, defining success criteria and ensuring alignment across teamsLead post-trial evaluations and support conversion of pilots into long-term customersPartner with Customer Success to ensure seamless handoff from pre-sales to post-sales and long-term adoptionCross-Functional CollaborationWork closely with Product and Engineering to relay customer feedback, feature requests, and market insightsPartner with Marketing to support messaging, positioning, and field enablementHelp shape product positioning within the public safety and drone ecosystemIndustry Leadership & RepresentationRepresent DroneSense at industry events, conferences, and customer engagementsBuild credibility and relationships with public safety leaders and key stakeholdersServe as a trusted advisor in mission-critical operational environmentsWhat You Bring:5+ years of experience in Solutions Engineering, Sales Engineering, or Technical Pre-Sales, with leadership or management experienceStrong technical acumen combined with business and operational understandingPrior experience scaling or building Solutions Engineering teamsProven ability to support and close complex, enterprise-level dealsExperience delivering impactful product demonstrations and leading technical discoveryStrong executive presence with the ability to influence internal stakeholders and external customersExperience collaborating cross-functionally across Sales, Product, Marketing, and Customer SuccessExcellent written and verbal communication skillsA hands-on, low-ego leadership style with a willingness to operate as both coach and contributorAbility to execute with minimal direction in a fast-paced, high-growth environmentThe ideal candidate will champion AI‑forward initiatives across the sales lifecycle to improve accuracy, efficiency, and competitive differentiation.Preferred Qualifications:Experience in public safety, drone/UAS technology, or mission-critical SaaS platformsExperience supporting government or public sector sales cyclesFamiliarity with integrations, APIs, and technical solution architectureVersaterm does not use AI in the recruitment process. All stages of recruitment decisions are lead by people, including our qualified acquisition team and our experienced hiring managers.Versaterm is an equal opportunity employer and is committed to equity, diversity, inclusion, and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information, please contact info@versaterm.com.