Full Job Description
Job Description
Principal Solutions Engineer / STS (USA)
Location: United States
Function: Solutions Engineering / Solution Architect
Business: Customer Interaction Suite
About the role
As STS for Enterprise CPaaS in the U.S., you will lead the technical sales motion for some of our most strategic opportunities. You will partner with account leaders from early qualification through technical win, shaping architecture, building customer confidence, guiding solution strategy, and helping convert complex pursuits into long-term revenue. This is a high-impact role supporting a large strategic book where technical leadership directly influences growth, customer trust, and competitive success.
What you will own
You will lead the technical qualification and solutioning strategy for complex enterprise pursuits across the U.S., especially in large, regulated, and digitally ambitious accounts.
You will:
Lead technical discovery with business and technology stakeholders to uncover customer pain points, integration needs, compliance requirements, and success criteria.
Translate enterprise communication use cases into compelling multi-channel solution architectures spanning SMS, voice, WhatsApp, RCS, video, email, authentication, and AI-enabled interaction workflows.
Own the technical win strategy across strategic pursuits, including workshops, architecture reviews, executive presentations, product demonstrations, proofs of concept, pilot design, and technical objection handling.
Partner with account executives, product, delivery, operations, carrier/network teams, and partners to orchestrate winning solutions for large enterprise opportunities.
Design architectures that account for scale, resilience, deliverability, compliance, security, data residency, and regional telecom constraints.
Advise customers on modernization journeys from fragmented or legacy communications stacks toward integrated CPaaS-led customer engagement platforms.
Support RFP/RFI responses, technical proposals, architecture documentation, and commercial/solution alignment.
Act as a trusted advisor to senior customer stakeholders, including enterprise architects, digital leaders, product owners, operations leaders, and executive sponsors.
Help shape reusable assets, demo environments, technical playbooks, and field feedback loops that improve win rates across the broader solutions engineering organization.
What success looks like
In this role, success is measured by your ability to:
Increase technical win rates across strategic enterprise pursuits
Accelerate time from qualification to solution alignment
Improve POC-to-production conversion
Expand wallet share through broader multi-channel adoption
Build executive trust in Tata Communications as a long-term strategic partner
Raise the technical bar across the U.S. enterprise CPaaS business
What you bring
You are a senior, customer-facing solutions professional who combines architecture depth with commercial instinct. You know how to move from business problem to technical vision to production reality, and you are comfortable operating in large, matrixed, high-stakes enterprise sales cycles.
Required experience
10+ years in solutions engineering, sales engineering, solution consulting, or technical presales, with meaningful time in CPaaS Industry
Demonstrated success leading technical sales motions for large enterprise or strategic accounts
Strong experience in APIs, web services, cloud-native architectures, integrations, and developer/platform-led solutioning
Deep knowledge of enterprise communications technologies such as SIP, VoIP, messaging APIs, authentication workflows, WebRTC, contact center integrations, or customer engagement platforms
Proven ability to run discovery, lead workshops, conduct demos, architect POCs, and influence technical decisions through to technical close
Strong executive communication skills, with the ability to engage both C-level leaders and deep technical stakeholders
Experience navigating complex buying cycles involving security, legal, procurement, compliance, and multiple business units
Ability to travel as needed for strategic customer engagements
Preferred experience
Experience in regulated industries such as financial services, healthcare, retail, e-commerce, or public sector
Strong understanding of U.S. voice and messaging compliance topics, including caller trust, branded calling, STIR/SHAKEN, deliverability, and telecom policy considerations
Experience with omnichannel orchestration, customer journey design, AI-enabled communications, conversational messaging, or contact center modernization
Familiarity with data residency, privacy, and global deployment considerations across multinational enterprises
Hands-on ability to work with code, APIs, SDKs, sample apps, or reference architectures in support of customer solutioning
Compensation Details:
Base Salary Range: $137,600 - $180,944. The salary may be adjusted within this range based on the candidate's qualifications, experience, and the specific needs of the position.
Benefits Summary: We offer Medical, Dental and Vision Coverage, as well as a 401k plan, and paid leave under our policies.
Other Compensation: The position is eligible to participate in a sales-based incentive program. 
