Vice President, Solutions

Digimarc

3h•$225,000 - $265,000

About The Position

Digimarc is seeking an experienced Vice President, Solutions to build and lead a unified technical go-to-market organization combining presales solution engineering, professional services, and value engineering. Reporting to the Chief Revenue Officer and serving on the GTM leadership team, this leader will be accountable for the technical win and share commercial accountability, with variable compensation tied to results. The role calls for an AI-first leader who is passionate about winning and building a high-performing team. Digimarc is in a growth phase, sharpening product-market fit across key industries. The Vice President, Solutions will create the operating model and standards for a world-class technical GTM function. Initial goals include establishing a unified team structure, documented demo standards, a live SE certification program, and value engineering engagement on strategic opportunities within six months. Within 12 months, the role is expected to contribute measurable improvements in win rates and average deal size. The position requires 50% travel. The leader will establish outcome-focused demo practices, technical certification and enablement, repeatable value-engineering frameworks and business cases, and services scoping and delivery practices that support deal closure and customer success. They will partner closely with sales on account and deal strategy, run a disciplined operating cadence, provide evidence-based product feedback to GTM and product leadership, recruit and ramp technical talent, and personally engage with important customers and industry events. They will also participate fully in GTM leadership, setting clear owners, dates, and outcomes and raising standards for communication and execution.

Requirements

10+ years of experience in presales, solution engineering, or technical GTM leadership for complex enterprise technology, including senior leadership of a multi-team or multi-discipline function.
Deep command of modern demo methodology, such as Demo2Win or equivalent, with a record of raising demo quality across a team.
Command of value-based selling and business-case construction, including ROI, TCO, payback, and cost of inaction, with credibility among finance leaders.
Experience building or standing up a value engineering or business value function, or a defensible plan for doing so.
Experience designing and running technical certification and enablement programs with meaningful standards and consequences.
Technical credibility with SDKs, APIs, and embedded or hardware-adjacent solutions, and ability to engage with customer architects and data leaders.
Experience leading or closely partnering with professional services, including scoping, statements of work, and delivery accountability.
Genuine AI fluency, including current knowledge of the ecosystem and agentic systems, use of AI in one's own workflow, and use of AI to improve the quality and speed of technical discovery, demo development, and business-case construction.
Experience operating within a disciplined sales cadence, including MEDDPICC, weekly forecast and deal reviews, and technical-resource coverage planning.
Executive presence, credibility, composure, and command with C-suite buyers.
Humble, hungry, and smart team-player qualities: team-oriented coaching and openness to feedback; strong appetite for goals, execution, and winning; and the ability to understand what different customer stakeholders need to see, hear, and believe.

Nice To Haves

Experience in retail, CPG, supply chain, traceability, product authentication, or fraud and loss prevention.
Experience unifying presales with services or value engineering under one leader.
Experience as an early technical leader building a function rather than inheriting it.

Responsibilities

Unify solution engineering, professional services, and value engineering into one organization with shared standards, operating rhythm, and definition of winning.
Establish, enforce, inspect, and coach a discovery-led, outcome-first demo methodology; certify the team against the standard.
Design and operate technical certification for all technical roles, covering platform knowledge, competitive command, pitch, pricing, positioning, and delivery, with recertification as the platform changes.
Build value-engineering frameworks, ROI and TCO models, benchmarks, and proof points to support repeatable value-based selling and business cases credible to CFOs.
Own services scoping, statements of work, delivery plans, and implementations that support deal closure and create reference customers.
Partner with sales on deal strategy and account planning, with shared accountability for technical and commercial outcomes.
Run weekly pipeline and deal-engagement plans, inspect deliverables and technical strategies, and plan technical-resource coverage ahead of pipeline needs.
Provide evidence-based feedback to GTM and product leadership about where the product wins, where it does not, and what needs to change.
Prioritize customer business outcomes, challenge sellers on opportunity qualification, and foster open critique of deal gaps and requirements for winning.
Recruit exceptional technical talent, avoid open headcount, and own ramp plans to accelerate productivity.
Personally engage in important deals and represent Digimarc with customers and at industry events.
Participate as a full member of the GTM leadership team, debate openly, align on decisions, and communicate a consistent message to the field.
Set high standards for video meetings, follow-up, presentations, selling, and communication, and coach the team to improve.