Kantata Careers

Description

The Company

Kantata provides professional services organizations the platform to always deliver amazing results for their clients.  Our purpose-built professional services automation platform empowers over 2,500 professional services organizations in more than 100 countries to deliver radically better business outcomes.  Kantata provides AI-powered insights and next best action recommendations our clients need to win more business and optimize project delivery to exceed their clients’ expectations. 

Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!

About the Opportunity

The Senior Principal Solutions Engineer is a highly experienced, consultative pre-sales leader who operates as a deal strategist, discovery lead, demonstration expert and force multiplier across the Solutions Engineering organization.

The Senior Principal SE leads complex discovery, shapes deal strategy, influences executive decision-making, and elevates the performance of others through mentorship and leadership such as coaching, enablement contribution, deal oversight, and acting as a trusted escalation point on strategic opportunities.

What You Bring to the Role

• You lead with insight and business acumen, not product

• You naturally frame conversations around business outcomes and strategy

• You thrive in ambiguity and bring clarity to complex buying environments

• You are viewed as a trusted advisor by customers, AEs and Product

• You provide expertise and guidance for customers in the Professional Services Industry

• You elevate the performance of others through example, guidance, and mentorship
  
  

About the Role

Deal Leadership

• Lead discovery for complex, high-stakes, or strategically important deals

• Shape deal strategy in partnership with Account Executives, including:
  
  

• Business problem framing

• Success criteria definition

• Executive messaging and narrative

• Win themes

• Implementation Scoping
  
  

• Deliver high-impact, consultative demonstrations that connect customer objectives to differentiated value

• Influence buying teams across technical, operational, and executive stakeholders
  

Consultative Discovery & Professional Services Industry Insight

• Conduct deep discovery that uncovers:
  
  

• Organizational structure and decision dynamics

• Revenue models and growth strategies

• Operational challenges, constraints, and KPIs
  
  

• Apply strong industry and customer understanding to anticipate objections and guide solution design

• Translate customer complexity into clear, compelling solution narratives
  

Leadership Responsibilities

• Act as a coach and mentor to Solutions Engineers, particularly those developing consultative skills

• Provide guidance on discovery quality, demo strategy, and executive presence

• Serve as an escalation point for:
  
  

• Deal strategy

• Discovery challenges

• Complex solution positioning

• Risks
  
  

• Contribute to onboarding, enablement, and best-practice development
  

• Support leadership by identifying skill gaps, coaching needs, and process improvements

• Lead mission-critical projects to achieve company OKRs by optimizing SE efficiency, elevating partner solutions and increasing industry expertise
  
  

Cross-Functional Influence

• Partner proactively with Product and Product Marketing to:
  
  

• Provide structured feedback from the field

• Influence roadmap prioritization with customer-backed insight
  
  

• Contribute to reusable assets such as:
  
  

• Discovery frameworks

• Industry narratives

• Demo storylines
  

Experience & Skills

• 7+ years experience in Solutions Engineering, Sales Engineering, or a similar pre-sales role

• Proven success leading complex, consultative sales cycles

• Strong executive presence with experience presenting to senior leaders

• Demonstrated ability to:
  
  

• Lead discovery independently

• Shape deal strategy

• Influence outcomes beyond direct authority
  
  

• Deep understanding of SaaS business models and enterprise buying processes

• Experience in Professional Services, PSA, ERP, or adjacent domains strongly preferred

• Prior experience mentoring or coaching peers required

• Enterprise segment experience strongly preferred

Travel

• Ability to travel up to ~25% as needed for deals, customer sessions, or key events
  

Why This Role Matters

Senior Principal Solutions Engineers are force multipliers at Kantata. They:

• Raise the quality of discovery and deal execution

• Shorten sales cycles through clarity and alignment

• Navigate complex relationships for global enterprise companies

• Increase win rates on complex opportunities

• Develop the next generation of consultative SEs

Compensation:

• Base pay for this role is:  $165,000 - $185,000

• This role is eligible for incentive plan

Our Philosophy

We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:

• An intentionally engaging and collaborative culture - ditch the silo!

• Strong work-life balance that’s a true focus of the company

• The chance to learn from some of the best people in the business

• A vibrant, collaborative, and devoted team, who still makes time for fun

At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.

Kantata is an Equal Opportunity Employer.

Kantata is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at Kantata are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.