Role summary
The Pre-sales Solutions Engineer helps icetana convert qualified opportunities into closed deals by owning the technical side of the sales process. The role partners with Sales, Partnerships, Product, Engineering, and Operations to qualify opportunities, shape solution design, run technical discovery and POCs, define implementation plans, and help customers and partners reach technical confidence quickly.
This is not a pure demo role. It is a commercially aware technical role focused on technical wins, better-scoped deals, and stronger trial-to-PO conversion.
Why this role exists
- Add technical pre-sales capacity as direct-sales and partner activity scales in APAC
- Reduce risk from late technical discovery or poorly scoped POCs
- Improve conversion from trial / POC to PO
- Ensure every active strategic opportunity has a credible implementation plan and clear technical path to value
- Create a tighter handoff from sales into delivery
Reporting line
- Sits within the Revenue function under the CRO
- Partners day to day with Sales, Partnerships, and the technical pre-sales lead
- Works closely with Product, Engineering, and Operations on solution feasibility, POC scoping, integrations, and deployment readiness
Core responsibilities
1. Technical qualification and discovery
- Join qualified opportunities early to understand the use case, estate, infrastructure, integrations, security requirements, and success criteria
- Owning the solutions development in collaboration with customer stakeholders across operator, technical, operational, and executive groups (this would follow the discovery meeting run by the sales rep)
- Distinguish between the underlying value drivers in each deal, such as situational awareness, public-liability reduction, partner win-rate, or multi-site standardisation
2. Solution design and technical win
- Design solution architecture for direct and partner-led opportunities
- Translate customer needs into a scoped technical approach, including cameras / sites in scope, integrations, infrastructure assumptions, alert workflows, and phased rollout logic
- Create implementation plans for active strategic opportunities
- Define what is in scope, out of scope, and what would be configured, productised, or customised
3. POCs, trials, and technical validation
- Scope and support POCs, trials, demos, and technical workshops
- Set success criteria before launch, including business outcome, technical acceptance, and acceptable false-positive / tuning posture
- Introduce stronger POC pre-flight discipline so opportunities are properly vetted before technical work begins
- Help drive technical wins that create a clear path from trial / POC to purchase order
- Would include prompt engineering support
4. Customer and partner enablement
- Present icetana credibly to technical, operational, and executive stakeholders
- Support customer presentations, workshops, RFPs, security / compliance responses, and integration discussions
- Enable partners and channel teams on how to position the solution, when to bring in pre-sales, and how to scope opportunities well
- Supporting the sales rep with customer engagement
5. Support and handoff
- Ensure technical commitments made in the sales cycle can be delivered
- Hand over clearly into Operations / delivery with agreed scope, success criteria, and known dependencies
6. Product and market feedback
- Feed recurring use cases, technical objections, and implementation patterns back to Product and Engineering
- Help identify where configurable platform capability, integrations, or deployment tooling need to improve
What good looks like
- Every active strategic opportunity has a clear technical plan
- POCs are better qualified, more consistently scoped, and less likely to create delivery surprises
- Trial-to-PO conversion improves
- Sales cycles move faster once opportunities become technically engaged
- Customers trust icetana's technical credibility and understand the value story, not just the feature list
- Product and Engineering get clearer market feedback from late-stage opportunities
Key measures of success
- Implementation plan completed for each active strategic deal
- Trial / POC to PO conversion rate
- Technical win rate on assigned deals
- Quality and timeliness of POC scoping and handoff into delivery
- Partner and customer satisfaction with technical pre-sales support
- Reduction in avoidable scope ambiguity, rework, or late technical blockers
Candidate profile
- Strong pre-sales, solutions engineering, sales engineering, or solutions consulting background in enterprise software, AI, video, security, infrastructure, or a similarly technical B2B environment
- Able to move between business conversation and technical detail; we prefer “salesy” strength over technical ability.
- Strong discovery skills: can surface customer pain, technical constraints, buying criteria, and value drivers
- Comfortable leading workshops, demos, RFP responses, and technical stakeholder conversations
- Strong solution-scoping discipline: knows how to set boundaries, define success criteria, and avoid over-promising
- Can explain AI capabilities and limitations in plain language and manage expectations well
- Confident working cross-functionally with Sales, Product, Engineering, and Operations
- Commercially aware: understands that the goal is not just technical completeness, but winning the right deals with deliverable scope
Relevant experience / nice to have
- CCTV / VMS / video analytics / physical security / control-room environment
- On-prem deployments, networks, infrastructure, or integrations
- Partner / channel sales support
- APAC enterprise selling
- Experience with trials, POCs, or complex technical evaluation cycles
Location
Australia-based, with an east-coast preference if the role is activated as part of the planned sales-hub build-out. Melbourne would be preferred; Sydney would also work.
First 90 days
- Learn icetana's platform, deployment model, pricing logic, and key value storylines
- Shadow current strategic deals and take ownership of technical discovery on a small set of active opportunities
- Build a repeatable POC / pre-flight checklist and scoping pack
- Produce implementation plans for active strategic deals
- Establish a tight handoff rhythm with Sales, Product, Engineering, and Operations
Internal notes for hiring manager
- This role should be framed as a scaling support hire, not the next immediate commercial hire
- Current planning still places East Coast BDM / direct-sales coverage ahead of dedicated APAC pre-sales headcount
- The role should align with the FY27 remuneration structure and any updated pre-sales commission treatment in force at the time of hire
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