Vice President, Solutions Engineering

OneSpan is seeking a Global Vice President of Solution Engineering to lead and transform its global presales organization supporting the Cybersecurity business. The role is responsible for scaling solution engineering, improving technical wins and revenue outcomes, advising strategic customers, and strengthening coordination across revenue and product teams.

Responsibilities:

• Design and execute a single global SE operating model, with clear 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 a leadership bench, succession plans, and a culture of 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
• Build consistent performance expectations, career architecture, talent assessment, development plans, and promotion standards in partnership with People and Revenue Operations
• Partner with the CRO and regional sales leadership to align SE resources to go-to-market priorities while preserving consistent global standards
• Own the global presales strategy and execution plan supporting Security new-logo acquisition, competitive displacement, expansion, and growth across direct and partner-led routes to market
• Increase 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/exit criteria, success measures, resource commitments, and conversion to commercial outcomes
• Be an active member of the CRO leadership team, contributing to pipeline inspection, strategic deal reviews, account planning, forecasting insight, and execution priorities
• Define and inspect an actionable SE scorecard, including technical win rate, POC-to-win conversion, technical evaluation duration, resource utilization/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
• Engage CISOs, CIOs, fraud and identity leaders, architects, and digital channel executives as a credible advisor who connects 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 in navigating customer requirements spanning authentication, fraud prevention, digital identity, application security, integrations, deployment architecture, and relevant regulatory expectations
• Translate field and customer insight into clear 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 differentiated solution narratives, competitive plays, demos, 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 opportunities for adoption and expansion
• Own the quality, scalability, and reliability of demos, POC platforms, reference architectures, technical collateral, and reusable field assets
• Standardize responses to RFPs, RFIs, security reviews, and technical diligence; apply automation and AI where appropriate to improve quality and turnaround time
• Build continuous 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

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—not simply operating an established team
• 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 challenging and guiding architects, developers, security teams, and other technical stakeholders
• Practical architectural fluency in APIs, SDKs, integrations, cloud/on-premises environments, and enterprise security design; capable of leading solution decisions without needing to be 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
• comfort across hardware, software, SaaS, and hybrid deployments is strongly preferred
• additional languages are valued
• advanced degree is a plus