Senior Manager Solution Engineering Specialisation EMEA SMB

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About the Role

As Senior Manager of Specialist Solution Engineering (SMB EMEA), you will lead a team of elite technical experts driving technical wins and transformative solutions across the Salesforce ecosystem.

You will build, mentor and scale a world-class team of Solution Specialists who translate complex business challenges into elegant Salesforce architectures, directly impacting regional Annual Recurring Revenue (ARR).

Sitting at the intersection of cutting-edge technology and business growth, your team will serve as the technical foundation for our most strategic SMB relationships across EMEA, enabling growing mid-market enterprises to unlock unprecedented value and scale their operations through Salesforce applications and AI innovation.

Key Responsibilities & Day-to-Day Impact

• Team Leadership & Development
• Build, mentor and scale a team of 10+ senior Solution Engineers and Architects specialising in AI, Cloud and Enterprise solutions.
• Establish technical standards, playbooks and best practices for solution design and customer engagement.
• Conduct regular 1:1s, performance reviews and career development planning with direct reports.
• Drive recruitment efforts to attract top-tier technical talent and build diverse, high-performing teams.
• Strategic Customer Engagement
• Partner directly with C-level executives and technical leaders at strategic accounts to understand business objectives and architect transformative solutions.
• Lead complex proof-of-concept initiatives and technical evaluations for deals valued at $1M+ ARR.
• Deliver executive-level presentations and technical demonstrations that articulate business value and ROI.
• Act as a trusted advisor to customers on their AI and digital transformation strategies and roadmaps.
• Cross-Functional Collaboration
• Collaborate with Product, Engineering, Marketing and Research teams to create concept-ready demonstrations for clients, enablement materials for wider EMEA teams and thought leadership presentations at conferences and events.
• Partner with Sales leadership to develop account strategies, qualify opportunities and accelerate deal velocity.
• Work with Customer Success and Forward Deployment Engineering teams to ensure smooth handovers and drive product adoption post-sale.
• Contribute to company-wide go-to-market strategy and positioning.
• Technical Excellence & Innovation
• Stay current on industry trends, the competitive landscape and emerging technologies in AI/ML, cloud infrastructure and enterprise architecture.
• Develop reusable solution patterns, reference architectures and technical assets that accelerate customer outcomes.
• Represent Salesforce at industry conferences, customer events and technical forums.
• Drive thought leadership through white papers, technical blogs and speaking engagements.

Business Impact & Success Metrics

Performance will be measured across the following Excellence Factors and associated KPIs:

Trusted Partner

• Customer Attrition
• ACV (Annual Contract Value)
• Solution Scorecard
• Completion

Trusted Advisory

• Trusted Advisory metrics (role-specific advisory quality measures).

Talent Multiplier

• Great Insight Score (employee engagement survey).
• Team member attrition and retention.
• Team IDP documentation and execution.
• Quarterly Check-In documentation and execution.
• Coaching and Development.

Business Leader

• Growth / Attainment (quota attainment).
• Pipegen (pipeline generation).
• Forecast Accuracy.
• ACV (Annual Contract Value).

Attendance & Travel Requirements

Collaboration-Focused Hybrid Working Policy

This role requires a minimum of 3 days per week in our Dublin hub office .

In-office days are designed to maximise team collaboration, customer meetings and cross-functional alignment. Specific in-office days may be adjusted based on customer meeting schedules and team requirements.

Customer-Driven Flexibility

• Customer meeting schedules may require adjustments to standard in-office days.
• Executive customer engagements may necessitate specific office presence for on-site meetings.
• Proof-of-concept periods may require extended on-site or customer-site presence.

Team Collaboration Needs

• Weekly team meetings, 1:1s and planning sessions scheduled on core in-office days.
• Cross-functional collaboration sessions with Product and Engineering coordinated around office days.
• New-hire onboarding includes increased in-office presence during the first 90 days (4–5 days per week recommended).

Travel Requirements

• Domestic Travel: 20–30% for regional customer meetings and internal events.
• International Travel: 5–15% for global accounts and international conferences.
• Peak Periods: Increased travel during fiscal quarter-end, major product launches and industry conference season.

Required Skills, Qualifications & Competencies

Must-Have Requirements

Experience

• 10+ years of experience in technical pre-sales, solution architecture or technical consulting roles.
• 5+ years of experience managing and developing high-performing technical teams.
• Proven track record of closing complex deals ($500K+ ACV).
• Experience working across industry verticals, enterprise clients and start-up environments.
• Proven ability to break down complex, multi-threaded go-to-market initiatives and drive positioning at start-up pace and enterprise scale.

Technical Skills

• Deep expertise in AI/ML systems, large language models, cloud architecture and enterprise integration.
• Strong understanding of modern software development practices, APIs and integration patterns.
• Hands-on experience with Python, SQL, REST APIs and cloud platforms (AWS, Azure or GCP).
• Ability to architect solutions spanning multiple technologies and vendor ecosystems.

Leadership & Communication

• Exceptional executive presence and ability to engage with C-suite stakeholders.
• Proven ability to build, mentor and retain top technical talent.
• Outstanding written and verbal communication skills, with the ability to engage technical and non-technical audiences.
• Experience driving cross-functional initiatives and influencing without authority.

Business Acumen

• Understanding of enterprise sales cycles, procurement processes and commercial negotiations.
• Ability to articulate ROI, business value and strategic alignment of technical solutions.
• Track record of contributing to revenue targets and business growth.
• Experience with solution pricing, sizing and commercial modelling.

Nice-to-Have Requirements

Advanced Technical Expertise

• Graduate degree in Computer Science, Engineering or a related field.
• Experience with AI/ML model training, fine-tuning and deployment at scale.
• Published technical content, patents or open-source contributions.
• Relevant certifications (AWS Solutions Architect, GCP Professional Architect, etc.).

Domain Expertise

• Industry-specific knowledge in Financial Services, Healthcare, Retail or Manufacturing.
• Experience with regulatory compliance frameworks (SOC 2, GDPR, HIPAA, etc.).
• Background in management consulting or professional services.

Leadership Experience

• Experience managing managers or leading distributed teams.

…