Solutions Engineer

Solution Engineering

The Solutions Engineering team is the technical cornerstone of Relay's Enterprise sales motion. We turn complex customer problems into validated, architected solutions—proving technical feasibility in the customer's own environment, clearing security and technical diligence, and removing the IT objections that stall our largest deals. As a Solutions Engineer, you are the primary technical authority across the pre-sales cycle for our most strategic Enterprise opportunities—the top 3-5 active deals in each segment. You'll partner with Enterprise sales to understand what frontline operations actually need, architect solutions on the Relay platform, build proof-of-concept deployments that prove value, and own the technical narrative through diligence and close.

When a strategic deal's technical credibility is on the line, you're the person who makes the case undeniable. This role lives in the pre-sales world: from first technical discovery through a clean handoff to post-sales teams once the deal is won. You accelerate revenue on our biggest deals by making the technical case real—then you set the downstream teams up to deliver on it.

Key Responsibilities

• Partner with the Enterprise sales team and prospective customers to deeply understand their business objectives, technical requirements, and operational pain points.
• Design and architect robust, scalable solutions leveraging Relay's core product suite and open API capabilities to meet specific customer needs and create lasting value.
• Develop and deliver compelling, customized product demonstrations and technical presentations that clearly articulate the value and feasibility of the proposed solution to operational, IT, and executive stakeholders.
• Build and demonstrate proof-of-concept solutions that showcase platform capabilities and validate technical requirements against the customer's real-world conditions.
• Lead the technical diligence phase end-to-end—addressing technical questions, security inquiries (RFIs/RFPs, security questionnaires), IT architecture reviews, and integration concerns.
• Identify and overcome technical objections, securing technical validation and buy-in from customer stakeholders across operations, IT, and OT.
• Contribute technical expertise to proposals, statements of work, and commercial discussions.
• Thoroughly document the designed solution architecture, including key configurations, API usage, and integration points agreed upon during pre-sales.
• Conduct comprehensive handover sessions with Customer Success and Implementation teams once a deal is won, owning the handoff for novel and non-standardized solutions while standardized deals transition through the normal CS process.
• Ensure post-sales teams have the technical context, design rationale, and customer background needed to implement the solution as envisioned.
• Serve as a point of escalation or clarification on the original solution design when needed.
• Deep implementation and build-out sit with the customer or our internal Engineering team.
• Cross-functional influence:
  • Synthesize field intelligence into structured, actionable feedback for Product Management—identifying feature gaps, integration friction, and emerging customer requirements that shape the roadmap.
  • Partner with Customer Success and Support to build playbooks for onboarding and supporting solutions on the frontier of our product capabilities.
  • Equip Security and Support teams with the knowledge to complete routine technical and data security questionnaires, reserving Solutions capacity for the complex ones.
  • Develop technical enablement assets—capability one-pagers, architecture diagrams, and integration cheat sheets—to arm Enterprise teams for conversations where Solutions can't participate.
  • Collaborate with Marketing on technical content (whitepapers, case studies) when appropriate.

Required Qualifications

• 3+ years in a customer-facing technical role where you owned the technical relationship with a client—Solutions Engineer, Sales Engineer, Solutions Architect, or a technical/implementation consulting role delivering software, data, or systems-integration projects.
• Demonstrated ability to translate complex business problems into technical solutions and communicate them credibly to both technical and business stakeholders.
• Hands-on experience building and delivering compelling technical demonstrations and working proof-of-concept deployments.
• Experience leading enterprise technical diligence—RFPs, security reviews, IT architecture evaluations.
• Comfort reading and working with APIs and integrations; ability to build prototypes to prove a concept.
• Exceptional communication skills, with the ability to move between deep technical detail and executive-level business narrative without losing precision in either direction.
• High tolerance for ambiguity; comfortable operating in fast-moving, undefined territory.
• Bachelor's degree, or equivalent practical experience. A technical degree (Computer Science, Engineering) is great, but we're equally interested in candidates from other backgrounds who have built strong technical capability through their post-college experience.
• Strong advantage:
  • Direct experience with frontline operations—manufacturing, logistics, hospitality— or OT/IT convergence and industrial systems.
  • Familiarity with real-time operational data systems, IoT infrastructure, or industrial automation platforms.
  • Prior experience owning the technical track of strategic enterprise deals end-to-end.
  • Experience scoping or delivering technical engagements in a consulting or professional-services environment.

About Relay | Culture, Benefits & Perks

Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life).

At Relay, We Offer:

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling
• Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it.
• Latest tech, standing desks, and all the tools and software you need to thrive

The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you

At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success. This is a fully onsite role at our Raleigh, NC headquarters, with up to 50% travel expected. In-office presence is the norm when not traveling. We use AI tools to transcribe and summarize interviews for internal hiring purposes. Transcripts are accessible only to authorized hiring personnel and retained consistent with our data retention policies. Candidates who prefer not to have AI notetaking used may request to opt out without impact to your candidacy.