Director, Solutions Engineering // Director, Strategic Solutions

The Director of Strategic Solutions at Axion Ray is responsible for leading technical sales and solution delivery efforts, engaging with enterprise clients to understand their needs, managing team dynamics, and driving the adoption of our innovative management platform. This includes identifying key decision-makers, conducting discovery sessions to explore customer pain points, developing compelling ROI analyses, and crafting comprehensive proposals.

Candidates for the Director of Strategic Solutions at Axion Ray should have significant experience in pre-sales or solutions roles within an Enterprise SaaS environment, ideally with at least 3 years of management experience. A proven track record of handling complex enterprise deals exceeding $1M ARR is essential, along with strong leadership skills and deep technical knowledge.

In the Director of Strategic Solutions role at Axion Ray, you will collaborate with diverse teams across Product, Data Science, and Engineering. The culture emphasizes teamwork, collaboration, and diversity of thought, creating an environment where innovative solutions are developed through shared insights and ideas.

Axion Ray is committed to employee growth and success, offering meaningful career development opportunities and leadership paths for the Director of Strategic Solutions. We foster a culture that encourages you to bring your full self to work, thus setting you up for long-term professional growth in our fast-paced, early-stage startup.

As the Director of Strategic Solutions at Axion Ray, you'll receive competitive compensation, a meaningful equity stake, and a comprehensive benefits package. Our people-first culture ensures that you’ll be supported in achieving your personal and professional goals while contributing to groundbreaking work in the tech industry.

When answering this question, detail specific examples of enterprise deals you've successfully closed, focusing on the strategies you employed, the challenges you faced, and how you overcame them. Highlight your ability to engage with stakeholders at different levels and how you tailored presentations and proposals to meet their unique needs, guiding them toward a purchasing decision.

Discuss your approach to relationship-building, emphasizing the importance of understanding the customer's business and their individual goals. Share specific techniques such as consistent communication, nurturing engagement, and providing value through relevant insights or data that can help them in their decision-making process.

Explain how you use a combination of discovery sessions, market research, and direct customer feedback to identify pain points. Illustrate your ability to ask probing questions that elicit valuable insights and stress the importance of active listening in fully understanding customer challenges.

Describe your systematic approach to creating ROI analyses, which should include gathering data on potential cost savings and increased efficiencies. Highlight your ability to work with cross-functional teams to gather insights and create compelling narratives that align your findings with customer objectives, thus demonstrating value effectively.

When developing account strategies, consider factors such as the target organization's size, existing technologies, competitive pressures, and potential user champions within the organization. Outline how you prioritize these aspects and develop tailored plans that resonate with the unique needs of each client.

Prepare to give a specific example of a challenging situation where a prospect raised objections. Explain how you addressed the concerns through empathy, fact-based discussions, and by aligning your solution's benefits with their pain points. This shows your problem-solving skills and ability to navigate complex conversations.

Highlight the methods you use to keep updated, such as attending industry conferences, participating in webinars, following thought leaders on social media, and subscribing to relevant publications. This not only demonstrates your commitment to your field but also showcases your proactive approach to remaining a knowledgeable resource for your clients.

In your answer, emphasize clarity, relevancy, and engagement. Successful product demonstrations should address specific customer pain points, be tailored to the audience's knowledge level, and showcase the product's unique features. Share an example of a time when a well-executed demo led to a successful deal.

Discuss your style of leadership and how you utilize performance metrics, one-on-one meetings, and regular feedback to enhance team performance. Stress the importance of fostering an environment where team members feel empowered to share ideas, contribute to solutions, and continuously grow.

Share your structured approach to developing proposals, which includes gathering client requirements, understanding the competitive landscape, tailoring content to address specific challenges, and ensuring clarity in pricing and deliverables. Highlight the importance of collaboration with internal teams to produce well-rounded proposals.