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Solutions Engineer



Sterling, VA, USA
Posted on Wednesday, March 6, 2024


At Dedrone we are building the world’s leading airspace security solutions to protect people, property and information from the threat of drones. Our AI-driven software is combined with state-of-the-art sensors and effectors all working together to detect, track, identify and mitigate drones. This is why Dedrone is experiencing exponential growth and has the world’s largest installed base of customers including 130+ critical infrastructure sites, 70+ public safety entities, and 50+ federal government customers in 40 countries around the world.


Dedrone is seeking highly motivated individuals for Solutions Engineering positions. Solutions Engineers are the primary technical resource for supporting our field sales in the US region, with a focus on incubating, developing and driving sales. Our Solutions Engineers are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for our products. The Solutions Engineer must be able to articulate technology and product positioning to both business and technical users. Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships throughout the sales cycle.

What You'll Do:

· Driving Business Relevant / Customer Value Selling

· Driving Sales Achievement - Focusing on account to drive sales attainment numbers.

· Accurately forecasting your monthly, quarterly and annual revenue streams; driving profitable growth.

· Analyzing your customer's financials to understand their pain points.

· Driving business planning and goal attainment.

· Effectively facilitating joint initiatives with cross-functional teams and strategically engaging cross functional resources to achieve their goals and hit their numbers.

· Building Winning Capabilities within Dedrone - Focusing on collaboratively contributing to the long term success of Dedrone through the sharing of best practices

· Consistently striving to improve and reinvent yourself.

· Actively promote Dedrone’s suite of solutions, products and services to prospects, customers and partners

· Engage proactively in cross-selling and upselling sales activities to drive the adoption of Dedrone technology

· Successfully manage and overcome prospect objections

· Update forecast and opportunity details within to ensure accurate weekly forecasts


· Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base.

· Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports.

· Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.

· A desire to work with others for broader success

· Positive and energetic communication skills, excellent listening skills, and strong writing skills

· Ability to manage multiple tasks at once, and operate successfully in a rapidly changing environment

· A good understanding of the security and networking market and experience in discussing technology with customers

· Good understanding of Networking (IP/ Arp/ DNS/ Dhcp/SNMP/ PoE/ Ethernet/ IEEE802.11), Linux

· Basic understanding of Physical Security, IP-Camera Placement and technology.

· Basic understanding of Drone technology, desirable experience in flying

· 3-5+ years relevant experience in vendor sales

· B.S. in Computer Science or a related field is strongly preferred

We Offer

At Dedrone, you can expect to work in a startup-like atmosphere, expect excitement as well as tasks that are diverse in nature. We’re a highly qualified, international team that’s passionate about what we do and where we want to go. Our corporate structure is flat, and we offer plenty of room for individual ideas to develop. We are quick in our decision-making and like to keep our processes lean. We also offer permanent positions from day one, flexible working hours, team events, free coffee, treats and much more.

Join our team of talented professionals and contribute to the advancement of cutting-edge and globally implemented airspace security solutions. If you are passionate about customer success and thrive in a collaborative environment, we would love to hear from you.

Dedrone is an equal opportunity employer. All applicants for this position will be considered for employment without regard to race, color, religion, national origin, veteran status, disability status, sex, sexual orientation, or gender identity (including m/f/x)