Job Description - Lead Solutions Engineer
The Lead Solutions Engineer Engineer is a technical expert trusted advisor for Acquia's most strategic, complex, and high-value Accounts. Operating at the intersection of business strategy and technical architecture, this role is solely focused on driving cross-sell and expansion across the entire Acquia Digital Experience Platform (DXP) portfolio. The Lead Solutions Engineer partners with Global Account Directors and C-level client executives (CIO, CTO, CMO) to architect multi-year digital transformation roadmaps, ensuring Acquia's solutions deliver demonstrable business value and substantial revenue growth within these critical accounts.
Key Responsibilities
Strategic Account Growth & Cross-Sell
- Expansion Strategy: Be the technical lead responsible for identifying, validating, and accelerating cross-sell opportunities within Acquia’s top Global Accounts, focusing on the adoption of multiple DXP components
- Account Planning: Partner directly with Global Account Directors to develop and execute technical account plans, mapping Acquia's entire product suite (Drupal Cloud, Marketing Cloud, Data/Personalization) to the client's future state digital roadmap and business priorities.
- Business Value Alignment: Drive a value-based sales approach by translating complex architectural solutions into clear, quantifiable business outcomes and Return on Investment (ROI) for executive stakeholders.
- Executive Technical Advisor: Serve as the primary, long-term technical contact for C-level and VP-level client executives, providing strategic guidance on digital strategy, cloud adoption, and MarTech/AdTech trends.
Solutions Architecture & Governance
- Complex Architecture: Lead the technical discovery, design, and presentation of highly integrated, multi-product DXP solutions tailored for the scale and complexity of Global 2000 organizations.
- Technical Governance: Act as the internal technical authority, ensuring that all proposed cross-sell solutions are architecturally sound, scalable, and aligned with the client’s existing environment and Acquia's long-term product vision.
- Competitive Barrier: Proactively anticipate and neutralize competitive technical threats within the existing customer base, reinforcing Acquia's unique value and strategic position.
- Custom Proofs: Design and execute highly impactful custom demonstrations and Proof-of-Concepts (PoCs) that clearly illustrate the integration and business benefits of expanding the Acquia footprint.
Technical & Thought Leadership
- Force Multiplier: Act as a key technical mentor and escalation point for the wider global Solutions Engineering team, coaching on advanced cross-sell methodologies, large-scale account strategy, and emerging technologies (e.g., GenAI in DXP).
- Product Influence: Serve as the critical feedback loop to Acquia’s Product and Engineering teams, synthesizing insights from Global Accounts to influence the product roadmap and ensure it addresses the most complex needs of the enterprise market.
- External Evangelism: Represent Acquia as a domain expert at global summits, executive briefings, and industry events, publishing thought leadership content that reinforces Acquia’s position as a DXP leader.
Skills and Qualifications
Required
- Experience: Minimum of 8+ years in a Solutions Engineering, Solution Architect, or Consulting role, with significant experience focused on cross-selling and expansion within named Global/Strategic Accounts.
- DXP Expertise: Deep technical and functional expertise across the Digital Experience Platform (DXP) landscape, including core CMS (Drupal a strong plus), Personalization.
- Enterprise Architecture: Expert-level knowledge of modern enterprise web architectures, public cloud platforms (AWS, Azure, or GCP), microservices, API strategy, and security best practices.
- Commercial Acumen: Proven ability to engage in strategic commercial discussions, align technical solutions with financial outcomes, and articulate complex value propositions to C-level business audiences.
- Communication: Exceptional executive-level presentation, communication, and negotiation skills, with the ability to lead discussions with technical architects and business leaders simultaneously.
Desired (Extra Credit)
- Proven track record of success working within a named global or strategic account program.
- Experience with a major programming language and hands-on ability to build technical prototypes.
- Published articles, white papers, or presentation experience at major industry conferences.
Acquia DNA & Culture
This is a highly autonomous, global role requiring a self-starter who embraces complexity and thrives on high-impact strategic work. The ability to work across time zones and lead diverse, virtual teams is essential. The role will require travel internationally to engage with the most strategic clients and internal stakeholders.
