Senior Client Solution Manager building strategic partnerships and driving revenue growth on Pinterest. Seeking experienced digital advertising sales professional with strong relationship building skills.
About the role
- Solutions Architect at XR engaging in pre-sales processes and guiding enterprise clients through technical solutions. Collaborating with Sales to align technology with business challenges in advertising.
Responsibilities
- Act as a strategic technical partner to the Sales and Business Development teams.
- Engage deeply in the pre-sales process, guiding enterprise clients through product capabilities, solution design, and integration strategies.
- Collaborate with Sales to understand prospective enterprise client's business goals, technical environments, and operational workflows.
- Lead discovery sessions to uncover enterprise client requirements, assess solution fit, and identify integration considerations.
- Design and articulate tailored solutions using the XR tech stack.
- Deliver compelling product demos, technical presentations, and proof-of-concepts.
- Advise on best practices for implementation, integration, and platform adoption.
- Serve as a technical liaison between enterprise clients and internal teams during the sales process.
- Create solution architecture documentation, integration diagrams, and technical scoping materials.
- Provide high-quality responses to technical RFPs and security/compliance questionnaires.
- Gather enterprise client feedback to inform roadmap planning.
- Stay informed on industry trends, competitive technologies, and emerging tools in ad tech, martech, and broadcast systems.
- Own demo certification program; coach AEs/SAEs on delivering Tier-1 light demos.
- Maintain ≥80% technical validation win rate and <2-week POC cycle-time.
- Document product gaps in Product board/Jira within 24 hours of field discovery.
- Tailor solutioning approaches based on Segment A vs. Segment B buying patterns.
- Travel up to 30% for on-site workshops and production pilots.
Requirements
- Bachelor’s degree in Computer Science, Engineering, Information Technology, or related field (or equivalent experience).
- 5–7 years of experience in a pre-sales Solutions Engineering, Sales Engineering, or Technical Consultant role.
- Prior experience supporting complex software sales cycles in the ad tech, martech, content management, or broadcast space.
- Deep understanding of the overall digital advertising ecosystem, particularly CTV.
- Deep expertise on Digital Ad Serving tech stack such as GCM, Innovid, Flashtalking, VAST tags, DSPs (TTD, Amazon, DV360, etc.), SSPs.
- Hands-on experience implementing enterprise DAMs (AEM, Bynder, Orangelogic, etc.), taxonomy and metadata for campaigns, talent/rights, territories, expirations; builds rights-aware search and pre-flight checks and media delivery pipelines.
- Experience enabling ad-tech, mar-tech suite across brands and agencies.
- Deep business process and operations knowledge across full-service & global agencies.
- Ability to create technical documentation, diagrams, and integration plans that are enterprise client-facing and sales-ready.
- Hands-on experience with REST APIs and tools such as Postman or GraphQL enterprise clients.
- Familiarity with SSO (SAML, OpenID, OAuth).
- Working knowledge of cloud-based media workflows (e.g., AWS MediaConvert, Elemental, etc).
- Knowledge of content delivery networks (CDNs), cloud infrastructure (AWS, GCP), and video streaming formats (HLS, MPEG-DASH).
- Strong communication and storytelling skills with the ability to convey technical value to business and executive audiences.
- Comfortable leading enterprise client discussions and delivering persuasive demos in a high-stakes sales environment.
- Highly collaborative and capable of balancing technical detail with business strategy.
- Proactive and self-motivated, with a desire to continuously learn and improve.
- Skilled in consultative discovery, with the ability to uncover nuanced customer needs, pain points, and success criteria through structured questioning and active listening.
- Strong in value mapping, connecting customer objectives to XR's capabilities in a way that clearly articulates business impact and ROI.
- Proficient in storytelling with data, using insights, benchmarks, and visualizations to create compelling narratives that influence decision-makers.
- Emphasize project management discipline during POCs and pre-sales evaluations.
- Experience working with or selling to media companies, broadcasters, or agencies.
- Knowledge of BI tools and analytics platforms (e.g., Tableau, Looker, Google Analytics).
- Familiarity with the sales process and experience partnering with Account Executives or Solutions Architects in SaaS environments.
- Understanding of security, privacy, and compliance concepts (e.g., data governance, GDPR, SOC 2) relevant to enterprise client onboarding.
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