Director – Solutions Engineering

Job Details

• 💼 Department Name: Revenue Excellence
• 📍 Job Location: Denver, CO
• 🕜 Working Model: Full-Time/Hybrid
• 💰 Compensation
  • Salary Range: $102,000.00 - $130,000.00 + Bonus ($127,000.00- $162,000.00 OTE)

What you will do

Our Solutions Engineers help the largest hotel groups, management companies and chains understand what our products can do for them and prove the return. You will lead that team globally and stay close to the customer by supporting AMER field sales directly.

Solutions Engineering at Lighthouse is a collaborative process. We deeply understand customer challenges and use our technology to create tailored solutions. You will own how we do that: the methods, tools, processes and best practices, working in lock step with sales, the quality and depth of our technical discovery, and the standard of every solution that goes to a customer.

You will join Revenue Excellence, which brings together Enablement, Solutions Engineering and Sales Automation. You will work closely with Sales, Account Management, Product and Engineering to deliver high-value, healthy-margin deals that make customers successful.

Where you will have impact

Lead the team

• Lead, coach and develop a global team of solutions engineers in AMER, EMEA and APAC. Set priorities, coverage and performance standards, and build the bench.
• Create a strong feedback loop between the field, Product and Engineering so customer insight shapes the roadmap.

Win the largest deals

• Act as solutions lead for AMER field sales on enterprise groups, management companies and regional chains, including executive meetings and QBRs.
• Own the global RFP and RFI process, from response strategy to quality and turnaround.
• Run discovery to understand business drivers, risks and technical requirements, and map our solutions to them with clear measures of ROI.
• Be the trusted advisor on data models, integrations, security and delivery, and tell a convincing story to executives.

Build the practice

• Set the standard for solution design: scoping, configuration documentation, solution diagrams and statements of work. Make sure every solution is deliverable with Implementation, Support and Customer Success.
• Own and evolve the Solutions Center so everyone at Lighthouse can easily request solutions engineer support.
• Partner with Sales and Product Marketing on sales decks and storytelling for Business Intelligence, Benchmark Insight and Parity Insight, and drive product-market fit for our more complex products.
• Lead our go-to-market thinking for Benchmark Insight: assess the current state and recommend a path forward.
• Report on pipeline, bid reviews, forecasts and team KPIs.

About our team

Revenue Excellence supports a Revenue organization of 150+ sales professionals in 24 countries, working with hotels, chains, STR and more. Solutions Engineering sits with Enablement and Sales Automation so that sellers have the skills, tools and technical support they need to win. You will lead a global team that is collaborative, curious and close to the customer.

What's in it for you?

• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Competitive compensation: Proactively maintained to value your work.
• Flexible working environment: Work from home or at one of our global offices.
• Flexible time off: Autonomy to manage your work-life balance. 
• 401k matching: Up to 4%.
• Health insurance: Two Blue Cross Blue Shield plans with 99% company contribution to the base plan and 75% for dependents and spouses, plus $25/month to HSA.
• Vision and Dental Insurance: Dental Buy-up plan option, 50% company contributions to premiums for both employees, dependents and spouses for both.
• Employee Assistance Program: 100% confidential and free.
• Employer paid Short Term Disability + $50,000 Life Insurance 
• Parental leave: 12 weeks of company paid primary caregiver leave, 3 weeks of company paid secondary caregiver leave, $1,500 new parent bonus, and 4 week flexible return to work plan.
• Wellbeing support: Subsidized up to 80% ClassPass subscription.
• Referral bonus: Earn rewards for bringing in new talent.

Who you are

• You are a senior leader in hospitality technology or SaaS, with experience leading a presales or solutions engineering team.
• You know the hotel commercial world: revenue management, distribution, benchmarking and data analytics. You also know how RMS, PMS, CRS and distribution technology fit together.
• You understand integration methods, data transfer, security and solution architecture, and you can build clear solution diagrams.
• You have led RFP and RFI responses and big, complex deals, and you can estimate time and resources reliably.
• You understand SaaS and DaaS delivery models and what makes a deal profitable and lasting.
• You communicate clearly, in writing and in person, to executives and industry experts. You explain complex ideas simply.
• You care about detail, documentation and results, and you are willing to roll up your sleeves.
• You work well across time zones and can juggle many priorities.

We Welcome

• Expert use of Salesforce.
• Experience with Looker or other BI tools.
• Experience with hotel data, benchmarking or market intelligence products.