Leadership
Scaling a Solutions Engineering function without losing craft
Reusable discovery, estimation, proposal and demo practices helped a growing SE function operate with greater consistency.
- Industry
- Enterprise Data & AI Services
- Focus area
- Leadership
- Headline result
- 2→12
- Headline result
- 2→12
- Function scaled from 2 to 12
Context
A fast-growing data and AI services organisation was expanding its customer-facing solutioning capability across regions and industries.
The challenge
Growth was outpacing shared process. Quality depended too heavily on individual experience, slowing collaboration across sales, delivery and engineering.
My role
Helped build and scale the Solutions Engineering organisation while staying close to discovery, architecture, proposals, executive demos and live deals.
Approach
Codified discovery and qualification
Created reusable estimation and proposal patterns
Built repeatable demo environments
Coached team members on technical storytelling
Process
Map recurring friction
Standardise the critical 20%
Pilot on active opportunities
Train and refine with feedback
Outcome
- Function scaled from 2 to 12
- More consistent solutioning across opportunities
- Reduced sales-cycle friction by approximately 1–2 weeks