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This role is offered on a UK employment contract. Candidates must be based in the UK as we are unable to support remote working from outside the country due to local employment and tax legislation.
This role sits within Deltatre's Solution Engineering function, working with customers to shape how our product suite delivers what they want to achieve. You'll work with Sales, Product, and Engineering to turn customer needs into credible technical solutions for sports and media organizations across live and on-demand streaming. The role reports to the VP Solution Engineering.
As Senior Solutions Engineer, you will lead technical discovery, run demos and proofs of concept, shape the technical response to RFPs and RFIs, and stay the technical voice for the customer through to handover into delivery.
Responsibilities
Discovery and solution design
- Lead technical discovery with prospects and customers, translating business goals into clear technical requirements
- Design solutions across Deltatre's product suite that fit the customer's architecture, goals, and timeline
- Design modular solutions that integrate with customers' existing ecosystems and range from software-only to fully managed service
- Deliver tailored demos and proofs of concept that show real value in the customer's own workflow, not a feature tour
- Write the technical sections of proposals, RFPs, and RFIs, with accurate scope and clearly stated assumptions
Commercial and solution economics
- Build cost and effort models for proposed solutions, covering cloud hosting, CDN egress, encoding, ad insertion volumes and professional services
- Work with Sales on pricing structure, total cost of ownership comparisons and business cases for customer stakeholders
- Help qualify opportunities and give bid/no-bid input, so the team focuses its effort on the deals it can win
AI-enabled pre-sales
- Use AI tools every day to speed up discovery, RFP and compliance responses, solution documentation and proof-of-concept builds
- Help build and maintain the team's reusable AI workflows and knowledge assets, so responses are faster and more consistent
- Speak credibly about AI capabilities in our products and in customers' workflows, such as metadata enrichment, tagging, translation and personalization
Customer partnership
- Act as the technical point of contact for customers during the sales cycle, building trust with technical and business stakeholders
- Work with Account Managers to understand account strategy and spot expansion opportunities
- Support the handover to Delivery teams so that what was sold is what gets built
Product feedback and enablement
- Bring customer feedback and recurring requirements to Product and Engineering to inform the roadmap
- Keep reusable assets current, including demo environments, reference architectures, and technical collateral
Requirements
This is the experience that will help you hit the ground running.
Required
- Experience in a solutions engineering, sales engineering, pre-sales, or technical consulting role on the vendor side (at a technology, platform or service provider) or in a closely related role, working with enterprise customers
- Strong, hands-on experience of the OTT ecosystem is a must: live, VOD and FAST workflows, encoding and packaging, DRM, CDN, server-side ad insertion, identity, entitlement and subscription management, analytics, and multi-device delivery across web, mobile, connected TV and Android TV/operator devices
- Comfortable building cost models and business cases, including usage-based cloud and streaming costs, and explaining them to commercial and finance stakeholders
- Proven, practical use of AI assistants or agentic tools in your work, with the judgment to check outputs for accuracy and handle customer information appropriately
- Ability to explain technical concepts clearly to technical and non-technical audiences, including executives
- Solid understanding of cloud-based architectures, APIs, and system integration
- Experience running demos, proofs of concept, or technical workshops with customers
- Experience responding to RFPs and RFIs, and documenting technical solutions and assumptions
- Experience working alongside Sales, Product, and Engineering teams
- Excellent written and spoken English
Valued
- Experience in sports, media, or entertainment technology
- Experience with B2B SaaS or multi-product platforms
- Hands-on scripting or AI-assisted prototyping skills for building proofs of concept
- Experience in a quota-carrying or revenue-aligned team
Who Thrives Here
This is a demanding, fast-paced role. You'll often run several opportunities in parallel, and bid deadlines and customer timelines mean workloads peak, sometimes requiring extended hours. It is also a hands-on role: you'll build the demos, solution designs, cost models and proposal materials yourself rather than directing others to produce them. Based on the US East Coast, you'll work closely with colleagues across UK and European time zones and travel to customers when a deal needs it.
The best people in this role listen for the problem behind the request. They can say honestly what the product does today and what it doesn't, so the customer decides with the full picture. They keep demos grounded in the customer's real workflow, put a realistic number on what a solution will cost, and use AI to work faster without losing accuracy. They write down their assumptions, and they bring what they hear in customer conversations back to Product and Engineering.
Process and what to expect
- Introductory conversation – get to know each other with Talent Acquisition, talk through a few real examples from your work, and answer your questions about Deltatre.
- Technical round of interview – a deep dive with the Solution Engineering team on your experience in solution design, demos, proofs of concept and cost modeling.
- Final conversation – 30 minutes with the Revenue leadership.
If any of these formats would be difficult for you, tell us – we adjust regularly and can usually accommodate.
Accessibility and accommodation questions are welcome at any stage. Tell us what would work for you.