Director of Solutions Engineering Resume Example
The bar for Directors of Solutions Engineering: accountability for technical win rates and revenue growth. Resumes focused on individual technical tasks get filtered out.
This resume is for directors of solutions engineering who lead multi-layered teams and define technical GTM strategy, but aren't yet responsible for global revenue operations or reporting directly to the CEO.
- Accountability for technical win rates and revenue growth across a business unit
- Experience scaling SE organizations through hiring, mentorship, and process optimization
- Evidence of strategic influence on product roadmaps and go-to-market execution
- Experience sections starting with high-level strategic oversight and team headcount
- Skills categorized by leadership, technical, and strategic domains
- Bullet points led by revenue-impact metrics and team-scale figures
Amy Tanaka
Summary
Experience
- Spearheaded the technical GTM strategy for the Lakehouse Platform, driving $48M in new ARR through executive-level technical alignment and strategic POC oversight.
- Directed a team of 15 Solutions Engineers, implementing a structured technical mentorship program that reduced new hire ramp time by 34%.
- Prioritized high-intent enterprise POCs over high-volume mid-market requests, reallocating 25% of team capacity to secure 4 strategic $5M+ accounts.
- Architected a global technical enablement repository used by 120+ field personnel to standardize demos for Unity Catalog and Delta Live Tables.
- Led a multi-functional team of 8 Solutions Engineers supporting the Adobe Experience Cloud, maintaining a 92% technical win rate across 200+ annual demos.
- Optimized the POC delivery lifecycle for the Real-Time CDP, reducing the average proof-of-concept duration from 45 to 28 days through automated environment provisioning.
- Prioritized the development of Real-Time CDP integration templates over legacy connector support, accelerating time-to-value for $12M in new enterprise contracts.
- Established a cross-departmental feedback loop between SE and Product teams, resulting in 12 prioritized feature requests that unblocked $18M in stalled pipeline.
- Delivered 45+ complex POCs for Fortune 500 security teams, directly contributing to $14M in closed-won revenue within the financial services vertical.
- Designed custom Python-based integrations for Splunk Enterprise Security, enabling real-time ingestion of 5TB/day for a major retail client.
- Created a standardized Security Operations Center demo environment adopted by the entire North American Solutions Engineering team.
- Owned the technical validation phase for Azure migration projects, supporting 15 major account transitions with a cumulative contract value of $9M.
- Conducted deep-dive technical discovery for 60+ enterprise customers, identifying architecture gaps and proposing Azure-based remediation strategies.
- Defined a new technical response template for RFIs and RFPs, increasing submission efficiency by 40% for the Western region sales team.
Education
Skills
Technical Demos · POC Delivery · Solution Architecture · Customer Discovery · Technical Objection Handling · Sales Collaboration · SE Vision · Executive Leadership · Organizational Strategy · Revenue Accountability · Strategic Partnerships · SQL · Python · Cloud Architecture
What makes this resume effective
- This resume meets the hiring bar for director of solutions engineering by demonstrating revenue accountability, organizational scaling, and cross-functional product influence.
- Notice how Amy Tanaka highlights her role in driving $48M in new ARR at Databricks, which shifts the focus from technical tasks to executive-level business impact.
- See how the Adobe section details the creation of a cross-departmental feedback loop that unblocked $18M in pipeline, proving strategic value beyond the sales cycle.
How to write better bullet points
Managed a team of 15 solutions engineers and helped them with demos.
Directed a team of 15 Solutions Engineers, implementing a structured technical mentorship program that reduced new hire ramp time by 34%.
It quantifies the leadership impact by showing a measurable improvement in team efficiency.
Worked with the product team to give feedback on new features.
Established a cross-departmental feedback loop between SE and Product teams, resulting in 12 prioritized feature requests that unblocked $18M in stalled pipeline.
It connects technical collaboration directly to revenue recovery and product influence.
Supported sales on large enterprise deals for the Lakehouse platform.
Spearheaded the technical GTM strategy for the Lakehouse Platform, driving $48M in new ARR through executive-level technical alignment.
It uses high-level ownership language and anchors the work to a massive revenue outcome.
Director of Solutions Engineering resume writing tips
- Quantify your team's impact on total ARR rather than just listing the number of demos performed.
- Highlight specific process improvements, like the 34% reduction in ramp time, to prove organizational leadership.
- Show how your technical insights influenced the product roadmap to demonstrate high-level strategic collaboration.
Common mistakes
- Focusing too much on individual technical contributions rather than team-wide performance and strategy.
- Omitting the scale of the team managed, which leaves recruiters guessing about your leadership capacity.
- Failing to connect technical activities to specific revenue outcomes or sales cycle improvements.
Frequently asked questions
Is this resume right for someone with 10 years of experience but only 2 in management? Yes if those two years include ownership of team-wide KPIs and GTM planning rather than just leading projects without headcount or budget.
Yes if those two years include ownership of team-wide KPIs and GTM planning rather than just leading projects without headcount or budget.
Yes, if those two years include ownership of team-wide KPIs and strategic GTM planning. It is less effective if your management experience is limited to project lead duties without headcount or budget accountability.
What if I haven't worked at a major tech company like Adobe or Microsoft? Yes, because hiring managers value the scale of your impact and your ability to build a repeatable SE function regardless of company brand names.
Yes, because hiring managers value the scale of your impact and your ability to build a repeatable SE function regardless of company brand names.
The principles of this resume apply regardless of company size if you focus on the scale of your impact. Emphasize how you built the SE function or improved win rates relative to your specific market growth.
What if I don't have access to specific ARR numbers for my team? Use proxy metrics that signal impact, such as technical win rates or POC duration, to demonstrate effectiveness when revenue data is unavailable.
Use proxy metrics that signal impact, such as technical win rates or POC duration, to demonstrate effectiveness when revenue data is unavailable.
You can use proxy metrics that signal the same level of impact, such as technical win rates or POC duration. In this resume, Amy Tanaka uses a 92% technical win rate to demonstrate effectiveness even when total revenue isn't the primary focus.
How much of the technical skills section should I keep? Keep skills that demonstrate technical strategy leadership, like cloud architecture, but remove hands-on coding unless critical to your market.
Keep skills that demonstrate technical strategy leadership, like cloud architecture, but remove hands-on coding unless critical to your market.
At this level, keep the skills that demonstrate your ability to guide technical strategy, like Cloud Architecture or Solution Architecture. Remove hands-on coding skills unless they are critical to the specific product your target company sells.
What do hiring managers focus on most at the director level? They look for a repeatable technical sales engine, specifically your ability to scale hiring, shorten sales cycles, and partner with sales leaders.
They look for a repeatable technical sales engine, specifically your ability to scale hiring, shorten sales cycles, and partner with sales leaders.
They are looking for evidence that you can build a repeatable, scalable technical sales engine. This means showing how you hire, how you shorten sales cycles, and how you partner with sales leadership to hit revenue targets.
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