Solutions Engineer

Sales & Partnerships · Toronto, Ontario
Department Sales & Partnerships
Employment Type Full-Time
Minimum Experience Experienced

About us:

At Firstlight we believe in transparency, fairness, and collaboration while we passionately work on some of the toughest use cases in OTT video, focused on massive scale and resilience. If you aspire to be part of a high-performing, learning-oriented, and caring culture--you have landed on the right company.  Our Sales team is looking for a customer oriented Senior Solutions Engineer focused on supporting the development of new business, growing the business within existing customers, and establishing and growing sales opportunities with strategic partners. 


This role will report into the VP of Solutions Engineering and be based in Toronto, Canada or New York, NY but will consider all of East Coast for the right candidate. 

About You: 

You're a good fit if you like distilling complex concepts into plain language, can understand and articulate customer requirements to technical teams,  don't mind getting your hands dirty, and love releasing products to the world. You continually desire to stay curious, speak up, focus on impact, and be supportive. These four specific core principles are critical to your success here at Firstlight, and we understand that when you succeed--Firstlight succeeds. Must be willing to travel (when safe) at least 25% of the time. 




  • Take to and support products in market: 
  • Participate as an integral member of the Sales and Solutions Engineering team to articulate the value of the Firstlight platform, showcasing and demonstrating the platform’s capabilities.  
  • Deliver competitive and market analysis to help the product, marketing and sales teams understand the landscape and compete effectively
  • Synthesize market intelligence & customer insights – be the expert on our customers, who they are and what segments we serve and be the expert on the competition and the broader market research and advertising marketplaces
  • Contribute to business case development – bring together customer insights, research, financial data and analytics to develop a perspective on revenue and profitability potential for new to market initiatives
  • Collaborate with Product Managers, Marketing and Commercial teams (Sales, Business Development and Customer Success) to align on messaging and go-to-market strategy

    Sales support: 
    • Provide sales support to drive product understanding and adoption among customers and prospects
    • Create and maintain the product 'story.' How do we describe the value of our product to our various customer personas? How do each of its features map to a broader narrative and value proposition?
    • Represent and analyze customer needs, the rapidly evolving ad landscape and competitive landscape to inform product decisions, positioning and go-to-market plans
    • Actively drive and manage the technology evaluation stage of the sales process.  
    • Provide solution oriented thinking to solve complex technology problems and ensure customer satisfaction
    • Partner development:
    • Support the development of new sales channels through strategic partnerships 
      • Establish senior level relationships with partner leads
      • Mine the product, sales, marketing and press opportunities to elevate Firstlight with partner teams 
      • Project manage cross functional team deliverables for strategic partners, including tracking certifications, licenses, marketing materials


    • 6-10 years product management or product marketing experience at a Telco,  TV broadcaster or Video solution technology provider. 
    • Excellent analytical and problem-solving skills
    • Self-starter, ability to work with some ambiguity and comfort working cross functionally 
    • Ability to operate in a fast-paced environment, managing multiple projects simultaneously while prioritizing time and resources based on business impact
    • High emotional intelligence and low ego
    • Quick learner and ability to understand technology opportunities and challenges at a business level
    • Experience interacting directly with customers and partners
    • Excellent interpersonal, written, verbal and presentation communication skills
    • Microsoft Office proficiency required (PowerPoint & Excel)
    • Bachelor's degree required, MBA a plus


    I understand that this application is not an offer of employment and that by accepting my application, (the “Company”) does not guarantee that I will be offered a job.  I also understand that if I am offered a job, the Company has the right to make changes to the terms and conditions of my employment, with or without notice, as the Company deems necessary and appropriate.  I understand that any future employment is not for a guaranteed period of time and that continued employment is based on the consent of the Company and me and that both the Company and I have the freedom to terminate the employment relationship in accordance with the terms set forth in any offer of employment and applicable law.


    I hereby authorize inquiries seeking information and/or verification concerning my educational and employment history and/or criminal background and/or credit and hereby release from all liability, damage and/or responsibility all persons, schools, corporations, governmental agencies or other organizations furnishing information and/or documents regarding my personal information, and, for the purpose of processing this employment application, authorize release of such information and/or documents, including law enforcement records.


    I certify that all statements made by me on this application, as well in any employment interviews, are true and complete to the best of my knowledge and that I have withheld nothing relevant to the questions asked in this Application.  Moreover, I understand that any false statement, pertinent omission, or misrepresentation of fact may result in refusal of employment or immediate dismissal if employed.  My submission of application indicates that I have read and understand this acknowledgement and consent.


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    • Location
      Toronto, Ontario
    • Department
      Sales & Partnerships
    • Employment Type
    • Minimum Experience