Senior Principal Solutions Engineer
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.