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Skydio
Skydio

Senior Solutions Engineering Manager (Majors West)

Job summary
Permanent contract
United States of America
Fully-remote
Salary: $172K to 215K
Experience: > 5 years
Skills & expertise
Segment
Databricks
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Skydio
Skydio

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Questions and answers about the job

The position

Job description

  • Skydio is seeking an experienced Solutions Engineering leader to join our team as Senior Manager, Solutions Engineering for SLED Majors West
  • This role carries some of the most complex programs in our portfolio: multi-site, citywide Drone as First Responder deployments, statewide highway and transit programs, and federal work through DOJ, alongside the Canadian public safety business
  • Travel of approximately 30% is required to support customer engagements, field activities, deployments, team onsites, and company events
  • This role reports to the Director, Solutions Engineering – SLED
  • Lead the team
  • Hire, onboard, coach, and retain your team, with clear ownership and coverage across the territories in your segment, and develop people beyond the seat they are in
  • Set the bar for technical quality — demos, trial plans, site assessments, and customer-facing documentation that hold up in front of a chief, a sheriff, or a city council
  • Own capacity across your segment. Decide where Solutions Engineering time goes, say no when it needs to be said, and make the tradeoffs visible to leadership
  • Drive technical wins
  • Own the technical win across the East majors portfolio, including citywide programs that run multiple docks and span several agencies inside a single customer
  • Serve as the senior technical escalation point on critical pursuits, deployments, and customer issues. Jump in and work the problem yourself, and be in the field when it matters
  • Partner with Sales leadership on pipeline, forecast, and account planning, and on the land-and-expand motion that turns a first dock into a citywide program
  • Own the Majors West problem set
  • Own site assessment quality as a performance measure. Solutions Engineers are the DRI for verifying a dock location before deployment, and the quality of the resulting installation reflects on the team
  • Hold the bar on proofs of concept: structured deployments tied to an active opportunity with measurable operational value, not casual evaluations
  • Guide integration and airspace strategy — CAD and dispatch, video and evidence management, streaming platforms, BVLOS approvals, waivers, COAs, and docked operations
  • Maintain command of the public sector procurement path, including cooperative contracts, grant funded programs, and public sector buying cycles
  • Represent the customer inside Skydio
  • Be the aggregated voice of the customer to Product and Engineering. Turn field observations into prioritized, defensible requirements rather than a list of one-off asks
  • Build the enablement content, reference architectures, and reusable technical assets that let the team scale, and maintain first-hand product knowledge through frequent hands-on use

Preferred experience

  • Excellent written and verbal communication. You can brief an operator, a program manager, and a senior executive without changing the facts
  • Lead by example. Willing to do whatever is needed to get a customer situation resolved
  • Working knowledge of Public Safety technologies, including CAD, VMS, and related software platforms, and the ability to lead integration discussions
  • 1+ years leading a technical team, formally or as a technical lead with hiring and mentorship responsibility. First-time managers with a demonstrated record of leading and developing people will be considered
  • 5+ years of relevant technical experience, including time in a customer-facing technical role (solutions engineering, field engineering, or applications engineering)
  • Comfort operating inside a Sales organization, including owning a quota, deal strategy, and the judgment to know when to commit technical resources and when to decline
  • Strong understanding of drone technology, Public Safety sUAS operations, and regulatory compliance, including Drone as First Responder concepts of operation and dock based remote operations
  • A track record of hiring, onboarding, and developing technical people, and of keeping them
  • Working knowledge of Salesforce, Palantir, Databricks, or equivalents
  • Track record of building and scaling a technical team through a period of rapid growth
  • Familiarity with grant funding pathways and cooperative purchasing vehicles used by state and local agencies
  • Prior public safety service as a sworn officer, firefighter, or agency UAS program lead
  • Experience standing up a Drone as First Responder program from waiver through go-live, and with dock-based, remote, and BVLOS operations at scale

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