Senior Principal Solutions Engineer, Kantata
$165-185k
This role is eligible for incentive plan
More information about location
Cloud based project management software
Be an early applicant
Cloud based project management software
201-500 employees
Be an early applicant
$165-185k
This role is eligible for incentive plan
More information about location
201-500 employees
Company mission
To enable organizations of any size to successfully manage and scale their people, projects, revenue, and profitability.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Kantata is a business management software aimed at the professional services industry. This SaaS platform has been designed to meet the needs of a modern workforce, providing services such as employee time tracking, project management, and resource allocation.
The company's purpose-built technology includes a suite of features, such as a resource optimizer that helps managers allocate the right people to the right project for the correct amount of time. It also includes a private social network for users to share information with peers in the industry. Kantata already has several profitable tie-ups with essential business software such as Salesforce, helping it outpace rivals.
As more organizations in professional services invest in resource management solutions, the industry is awash with companies all competing for this business. These include industry heavyweights Basecamp, Zoho Projects, and ClickUp. Born from the merger of Mavenlink and Kimble Applications, Kantata is set to see accelerated growth as it focuses on further development of its comprehensive platform.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2019
$48m
SERIES E
Nov 2016
$39m
SERIES D
Total funding: $111.5m
Company benefits
- Group Health Insurance with Coverage Options for Medical, Dental, and Vision
- Life Insurance
- Voluntary Insurance Options Such As Auto, Home, Legal, and Pet Insurance
- Paid Parental Leave
- Voluntary Commuter Benefit Options
- 401K + Company Match to Save For Your Future
- Flexible Work Options - Remote or Hybrid
- 15 days of Paid Time Off, Plus Two Additional Days With Each Year of Employment
- Sick/Wellness Time Off
- 9 Paid Holidays + Floating Holiday
- Volunteer Time Off
- Top Performers Employee Recognition Program
- Philanthropic, Social, and Wellness Events Through KantataLife
- Reimbursement for Wellness Applications (including Kindle, Headspace, Peloton)
- Monthly Remote Stipend
- Employee Assistance Program
Company HQ
East Irvine, Irvine, CA
Leadership
Roger Neel
(Senior Business Advisor)Former Technical Advisor at The Bold Italic and Director Strategic Partner Solutions at InQuira. BA in Economics and Computer Science from Cornell.
Ray Grainger
(Founder & Executive Chairman)Former EVP Global Services and Strategic Partnerships at InQuira and Global Managing Partner at Accenture. BSc in Engineering at Harvey Mudd College.
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