Solutions Engineer

Position: Staff Solutions Engineer
Vasion is looking for a Staff Solutions Engineer who serves as the technical authority behind every deal - guiding prospects from program offices and IT leads to agency executives, shaping deal strategy, and winning the technical decision with confidence. We modernize how federal agencies handle documents, print, and content workflows across classified and unclassified environments, replacing fragmented legacy tools with a single, secure platform - and we're looking for the person who can bring that story to life in every solution we design.
At a glance

• Segment:
  Enterprise and Commercial
• Vertical focus:
  Federal
• Location:
  
  DC Metro / Northern Virginia
• Work model:
  Remote;
  Ability to travel up to 25%
• Sales motion:
  Technical consultative selling across net-new and expansion
• Clearance:
  Active Top Secret clearance strongly preferred

What success looks like

You win the technical decision in complex, high-value federal evaluations, navigate procurement cycles with confidence, and set customers up for clean implementations and lasting expansion. Handoffs are tight, risks are caught early, and every engagement reflects the precision the mission demands. Beyond the deal, you establish yourself as a technical thought leader whose influence shapes the team, the organization, and the industry.
Where You'll Have Impact
Ownership of technical strategy across high-impact solution domains, driving systemic wins, scaling enablement, and converting field intelligence into product and practice improvements:

• Discovery and value mapping: Lead technical discovery across technical and business stakeholders, surfacing objectives, constraints, and success criteria to drive strategic account planning, identifying must-win accounts and adapting strategy as conditions shift.
• Demonstrations and POCs: Build and deliver tailored demos and sandbox environments that connect product capabilities to prospect problems, with clear success criteria, exit gates, and multi-stakeholder coordination
  **** across complex federal scenarios.
• Technical leadership in the deal: Recommend reference architectures across general IT, classified, and IL4 to IL6 environments, addressing security, compliance, performance, and scalability concerns while resolving technical objections and partnering with Services on SOW inputs. Provide technical foresight to identify and mitigate potential blockers in the POC. Contribute to the internal technical standards that scale across the business.
• Competitive positioning and enablement: Articulate Vasion's differentiators versus alternatives and provide AEs, partners, and the broader SE team with reusable assets, competitive positioning, and technical selling skills.
• Mentorship and enablement: Mentor and develop team members on competitive positioning, discovery, and demo craft. Raise the technical bar across the team.
• Field feedback and readiness: Surface field insights that sharpen Product, Engineering, Marketing, Services, and CS and feed Sales and partners with reusable assets, expansion opportunities, and strategic partnerships.

What You Bring
Solution-wide mastery, domain expertise, cross-functional influence, and the ability to convert field intelligence into ecosystem-wide impact:

• Presales and Communication: Discovery, objection handling, storytelling, demonstrations, and executive communication with the ability to navigate federal procurement cycles and ATO-driven evaluation timelines with confidence.
• Architecture and Systems Thinking: Foundational understanding of common enterprise software architecture patterns (C4 Model) and cloud infrastructure (Docker, Azure, AWS). Ability to apply software patterns (MSA, EDA) and diagram types (DFDs, sequence) to RMF documentation, system boundary definitions, and classified enclave reviews.
• Networking and Identity: Troubleshooting DNS, proxies, firewalls, VPCs, and NLBs within NIPR/SIPR and DoD network enclaves; strong grasp of LDAP, CAC/PKI, Azure Entra, Okta, and Ping in DoD identity environments; familiarity with NFS in secure storage contexts.
• Security and Compliance: PKI basics, network security standards, and deep familiarity with FedRAMP High, RMF, DISA STIGs, CUI protection, SOC 2, and ISO as they apply to print and output management deployments.
• Domain Expertise: Print, Workflow, and Output Automation across IL4-IL6 cloud stacks (AWS Gov Cloud, Azure Government, GCP) and on-premises DoD environments.
• Technical Toolbox: Diagramming (RMF/ATO packages); bash and/or Power Shell; SQL basics; RESTful APIs; CI/CD fundamentals with Dev Sec Ops  knowledge.

Requirements
Solution-wide technical mastery, deep presales acumen, and the cross-functional influence that drives systemic impact beyond the deal:

• 7+ years in presales Solutions Engineering for SaaS or enterprise software, with significant DoD or federal account experience.
• Proven track record running successful POCs and technical evaluations in complex, strategic accounts, classified or restricted federal environments.
• Bachelor's degree in Computer…