Vice President, Solutions Engineering

OneSpan

1d•$250,000 - $300,000•Remote

About The Position

OneSpan is seeking a Global Vice President of Solution Engineering to lead and evolve the presales organization supporting its Cybersecurity business. Reporting directly to the Chief Revenue Officer and serving on the Revenue leadership team, this executive will shape how OneSpan wins technical decisions, improves sales effectiveness, and scales solution engineering across regions. The role will build a high-performing, globally aligned organization that combines cybersecurity expertise with commercial judgment and a customer-outcome orientation. Responsibilities include designing the global SE operating model, developing talent, improving technical discovery and validation, and investing resources to increase win rates, conversion, and deal velocity. The Vice President will serve as a senior technical and strategic advisor to customers and partner with Sales, Product, Marketing, Partnerships, and Customer Success. The role requires fluency across OneSpan’s Security portfolio—including authentication, digital identity, fraud prevention, and mobile application security—and the ability to position hardware, software, SaaS, and integrated solutions in complex enterprise environments. In the first year, success means establishing a global SE operating model and performance baseline; strengthening leadership and technical readiness; implementing repeatable technical evaluation and deal-support standards; and measurably improving technical conversion, presales efficiency, and collaboration with Sales and cross-functional teams. Salary is $250,000–$300,000 depending on experience and qualifications, plus commission.

Requirements

15+ years in enterprise cybersecurity or software presales, solution engineering, or technical consulting, including substantial experience leading regional or global SE organizations.
Demonstrated success building, scaling, or transforming a globally distributed SE function.
Clear evidence of improving technical win rates, POC conversion, sales efficiency, or other measurable revenue outcomes through SE leadership.
Deep working knowledge of at least one core area of authentication, identity and access management, fraud prevention, digital identity, or mobile application security, with credibility across adjacent domains.
Experience selling complex enterprise solutions into financial services, government, or other regulated industries.
Ability to engage credibly with C-level buyers while guiding architects, developers, security teams, and other technical stakeholders.
Practical architectural fluency in APIs, SDKs, integrations, cloud and on-premises environments, and enterprise security design; able to lead solution decisions without being the deepest individual specialist.
Strong commercial acumen and executive partnership skills, including disciplined resource allocation, deal strategy, pipeline analytics, and collaboration with global sales leaders.
Experience enabling system integrators, resellers, and technology partners; ability to lead through influence in a matrixed organization.
Excellent communication and leadership skills in English.
Bachelor’s degree in a relevant field or equivalent practical experience.

Nice To Haves

Comfort across hardware, software, SaaS, and hybrid deployments is strongly preferred.
Additional languages are valued.
An advanced degree is a plus.

Responsibilities

Design and execute a single global SE operating model, including regional alignment, coverage and specialist models, rules of engagement, escalation paths, and decision rights.
Lead, coach, and retain a globally distributed team of Solution Engineers and Solution Architects; build leadership depth, succession plans, accountability, and technical excellence.
Own capacity and investment planning, including AE-to-SE coverage, skills mix, specialist deployment, geographic allocation, and prioritization of strategic opportunities.
Establish performance expectations, career architecture, talent assessment, development plans, and promotion standards in partnership with People and Revenue Operations.
Align SE resources with go-to-market priorities in partnership with the CRO and regional sales leadership while maintaining consistent global standards.
Own global presales strategy and execution supporting Security new-logo acquisition, competitive displacement, expansion, and growth through direct and partner-led routes to market.
Improve technical win rates and sales productivity by strengthening discovery, qualification, solution design, demonstrations, competitive differentiation, and customer value articulation.
Establish governance for proofs of concept, pilots, and technical evaluations, including entry and exit criteria, success measures, resource commitments, and conversion to commercial outcomes.
Contribute to pipeline inspection, strategic deal reviews, account planning, forecasting insight, and execution priorities as a member of the CRO leadership team.
Define and inspect an actionable SE scorecard, including technical win rate, POC-to-win conversion, technical evaluation duration, resource utilization and capacity, and deal progression; partner with Revenue Operations on data definitions.
Serve as the executive escalation point for high-stakes technical pursuits, critical competitive situations, and strategically important customer engagements.
Advise CISOs, CIOs, fraud and identity leaders, architects, and digital channel executives, connecting security requirements with measurable business outcomes.
Sponsor executive briefings, architecture workshops, and complex technical evaluations for key global accounts and regulated-industry buyers.
Guide teams through customer requirements involving authentication, fraud prevention, digital identity, application security, integrations, deployment architecture, and relevant regulatory expectations.
Translate field and customer insight into competitive intelligence, product feedback, and strategic recommendations.
Build a structured voice-of-customer feedback loop with Product Management and Engineering, distinguishing critical deal blockers from broader roadmap opportunities.
Partner with Product Marketing and Sales Enablement on solution narratives, competitive plays, demonstrations, and practical technical sales training.
Collaborate with Partnerships and Alliances on partner technical readiness, joint architectures, enablement, and complex ecosystem opportunities.
Coordinate with Customer Success and Professional Services to validate solution feasibility, manage handoffs, and identify adoption and expansion opportunities.
Own the quality, scalability, and reliability of demonstrations, POC platforms, reference architectures, technical collateral, and reusable field assets.
Standardize responses to RFPs, RFIs, security reviews, and technical diligence; use automation and AI where appropriate to improve quality and turnaround time.
Build ongoing portfolio and competitive enablement across SEs, sales teams, and partners, with measurable readiness and certification outcomes.
Represent OneSpan at selected customer, partner, industry, and analyst forums.