Principal Solutions Engineer

Location: United States

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

We are seeking a highly experienced and technically adept Principal Solutions Engineer to join our Sales team. In this role, you will act as a trusted technical advisor and subject matter expert for one or more solutions within the Fortra portfolio. You will lead pre-sales activities by identifying customer requirements, demonstrating product capabilities, and designing comprehensive solution proposals that align with business needs. As a senior technical authority, you will proactively manage complex functional, technical, and architectural aspects during the sales process, while mentoring team members and influencing strategic decisions.

Additionally, you will contribute to marketing initiatives such as webinars, tradeshows, and thought leadership content. This position demands deep product knowledge, exceptional communication skills, and the ability to drive innovation and customer success.

WHAT YOU'LL DO

Sales Activities

• Partner closely with Sales Representatives throughout the sales cycle to support prospective customers and drive successful outcomes.
• Conduct discovery sessions to understand customer challenges, business requirements, and objectives, then recommend solutions that best address their needs.
• Develop, present, and deliver high-impact product demonstrations tailored to customer use cases.
• Own the technical evaluation process, including product trials, proof of concepts (POCs), and solution validation activities.
• Identify and address technical and functional objections throughout the sales process, collaborating with internal teams to develop effective solutions.
• Develop and defend solution proposals, clearly articulating the value of Fortra's products and services to stakeholders at all levels, including C-suite executives.
• Estimate professional services requirements and develop project plans, when needed, to support successful customer deployments.
• Maintain a strong understanding of competitive offerings and effectively position Fortra's differentiators throughout the sales process.
• Develop broad knowledge of the Fortra portfolio to identify and drive cross-selling and upselling opportunities.

Partner Activities

• Collaborate with channel partners on customer visits, demonstrations, proposals, events, and other joint sales activities.
• Support partner recruitment efforts by participating in discussions with prospective partners.
• Contribute to partner enablement initiatives, including technical training and functional onboarding.
• Deliver technical presentations and respond to technical questions during partner and customer engagements.

Industry Events

• Represent Fortra at trade shows, user group meetings, conferences, and virtual events.
• Deliver presentations and product demonstrations at industry events as appropriate.
• Product and Technical Marketing
• Participate in webinars and online events focused on industry and product-specific topics.
• Support the launch of new products, solutions, and product releases.
• Serve as a subject matter expert on assigned products, understanding customer use cases, competitive positioning, and field enablement requirements.

As a Principal Solutions Engineer, You Will

• Participate in and help drive strategic, high-value sales opportunities.
• Operate with a high degree of independence and minimal supervision.
• Effectively position and articulate the value of a broad range of Fortra solutions.
• Develop deep technical expertise in assigned products and solutions.
• Understand how products integrate within customers' broader technology ecosystems and business processes.
• Serve as a trusted technical advisor to Sales teams, providing guidance that increases the likelihood of successful deal outcomes.
• Advise customers and internal stakeholders on complex technical requirements, solution architectures, and deployment strategies.
• Provide feedback and recommendations to Product Management and Engineering teams to influence product enhancements and innovation.
• Continuously evaluate and improve business analysis and solution design processes to increase effectiveness, efficiency, and customer value.