Solutions Engineering Recruiting for Software and Technology Companies

Howard Lee & Associates recruits solutions engineers, sales engineers, solutions architects and pre-sales leaders for software and technology companies in SaaS, AI and machine learning, cybersecurity and cloud. The firm is based in Los Angeles and fills remote, hybrid and in office roles across Southern California and the United States.

A strong solutions engineer shortens sales cycles and improves close rates. A weak one slows deals and frustrates buyers. Howard Lee & Associates recruits pre-sales talent for software and technology companies. We screen for technical depth and customer presence before you meet anyone.

Roles we hire

• •Solutions engineers and sales engineers
• •Solutions architects
• •Principal and staff solutions engineers
• •Solutions consultants
• •Pre-sales managers and directors
• •Heads of solutions engineering
• •AI solutions engineers and forward deployed engineers

Industries we serve

• •SaaS
• •AI and machine learning
• •Cybersecurity
• •Cloud

Markets we cover

SaaS, AI and machine learning, cybersecurity and cloud. We place SEs who can speak to IT, security, engineering and business buyers.

What a solutions engineer does at each stage

At an early stage AI or SaaS company, the first solutions engineer often builds demos from scratch, runs proofs of concept, answers security questionnaires and acts as a bridge to the product team. They need to be technical, resourceful and comfortable in front of buyers.

At a growth stage company, pre-sales becomes a team with a manager, standard demo environments and defined proof of concept rules. At an enterprise company, solutions architects and principal SEs support large deals, design integrations with complex customer systems and work with security and compliance teams.

Titles we recruit within pre-sales

We recruit solutions engineers, sales engineers, solutions architects, principal and staff SEs, solutions consultants, pre-sales managers and directors, and heads of solutions engineering. For AI companies we also recruit AI solutions engineers and forward deployed engineers.

Skills and signals we screen for

We look for real technical depth in the areas your buyers care about, such as cloud infrastructure, APIs, data or security. We ask how candidates scope a proof of concept, handle a demo that goes wrong and push back when a deal is a poor fit. Strong SEs explain complex ideas simply and build trust with both engineers and executives.

Common pre-sales hiring mistakes

Some companies hire a strong engineer who does not enjoy customer work. Others hire a polished presenter who cannot go deep under pressure. A search tests both sides, through technical conversations and through references from the sales leaders they supported.

How solutions engineer compensation is usually structured

Solutions engineers are usually paid a base salary plus variable pay tied to team or regional bookings, with more weight on base than an account executive. Venture backed companies typically add equity. We help you set a structure that rewards deal support without encouraging poor fit deals.

What we look for

Pre-sales candidates need to be both technical and commercial. Before you meet anyone, we look at:

• •Technical depth. Do they know the domain your buyers care about, such as cloud, APIs, data or security?
• •Demo and POC skills. Can they run a proof of concept, handle a tough question and recover when something breaks?
• •Customer presence. Can they hold a room with both engineers and executives?
• •Sales partnership. Do they work well with AEs, or do they go around them?
• •Stage fit. Building a demo environment from scratch is different from running a polished enterprise POC. We match the SE to your stage.

We also look at how candidates talk about deals they lost. The best SEs know exactly why a deal went wrong and what they would do differently.

How a pre-sales search works

1. 1Discovery. We learn your product, your buyer and what a great SE looks like on your team.
2. 2Profile. We agree on the technical areas that matter and the customer skills you need.
3. 3Outreach. We contact SEs directly at companies with a similar product and buyer.
4. 4Screening. We interview each candidate on both technical depth and customer skills.
5. 5Short list. You get a focused slate with notes on each person.
6. 6Interviews and offer. We coordinate interviews and help close the offer.
7. 7Follow up. We check in after the start date.

Why work with us

Every search is run personally by Steve LePatner, founder of Howard Lee and Associates.

• •We recruit only for software and technology companies.
• •We understand the difference between a strong engineer and a strong pre-sales engineer.
• •You work directly with Steve LePatner.
• •We give you honest feedback on what candidates expect for comp.

How long does a search take?

It depends on how specialized the skill set is. Many searches produce a first slate of candidates within a few weeks.

Related searches we run

Solutions engineers work closely with account executives on every deal. We run account executive recruiting searches for companies that need both sides of the sales team at the same time.

We also recruit software engineers and engineering leaders for companies that need to build the product their pre-sales team is selling.

We also work with AI and machine learning companies specifically, where solutions engineers often run proof of concepts and work closely with technical buyers through a longer evaluation process.

Frequently asked questions