Solutions Engineer

Relay is a growth-stage tech company in Raleigh, NC, building the System of Action for Physical Operations. Frontline teams catch problems all day and say so over the radio. Almost none of it survives the shift. Relay captures it and turns it into action, through a rugged smart radio that works the way teams already do and a cloud platform that learns the operation, routes issues to the right people, and stays open until they're resolved. Fifteen years innovating in voice, 2 billion messages, 40+ Fortune 500 customers. Now we're expanding our Solutions Engineering team and adding multiple Solutions Engineers to help us scale.

Why Join Relay?

A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact.

High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation.

Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth.

World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones.

The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day.

Now, here’s what we’re building, and where you come in.

Position Overview:

Solutions Engineers partner with Enterprise sales to design, validate, and demonstrate solutions on the Relay platform. You will lead technical diligence, overcome IT objections, prove feasibility, and ensure smooth handoffs to post-sales teams.

Key Responsibilities:

Pre-Sales Solution Architecture

• Partner with sales and prospective customers to analyze operational pain points and map technical requirements.
• Architect scalable solutions using Relay’s platform and open APIs.
• Deliver tailored product demos and proof-of-concept deployments to key operational, IT, and executive stakeholders.

Technical Sales Cycle Ownership

• Serve as the primary technical contact throughout the pre-sales cycle.
• Lead technical diligence, including RFIs/RFPs, security questionnaires, and IT architecture reviews.
• Resolve technical objections to secure buy-in across operations, IT, and OT teams.
• Provide technical input for proposals and Statements of Work.

Knowledge Transfer & Handoff

• Document solution architectures, API usage, and configuration details.
• Lead handoff sessions to Customer Success and Implementation teams for closed deals.
• Act as an escalation point for architecture clarification during deployment.

Cross-Functional Influence

• Synthesize customer feedback to inform Product Management and shape product roadmaps.
• Develop reusable enablement assets (one-pagers, diagrams, cheat sheets) for sales and security teams.

Required Qualifications:

• 3+ years in a customer-facing technical role (Solutions/Sales Engineer, Solutions Architect, or Technical Consultant).
• Proven track record of translating complex technical topics for both business and technical audiences.
• Hands-on experience delivering technical demos and proof-of-concept deployments.
• Experience managing enterprise technical diligence (RFPs, security questionnaires, IT evaluations).
• Proficiency with APIs, integrations, and prototyping.
• Bachelor's degree in engineering, CS or similar technical field.

Strong Advantage:

• Experience in frontline operations (manufacturing, logistics, hospitality) or OT/IT systems and industrial IoT/automation.

Travel:

• Up to 50% domestic travel to meet with prospective customers and support sales engagements, particularly for strategic opportunities.

About Relay | Culture, Benefits & Perks

Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life).

At Relay, we offer:

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling
• Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it.
• Latest tech, standing desks, and all the tools and software you need to thrive

The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you.

At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success. This role is based out of our Raleigh, NC headquarters, with up to 50% travel expected. We prefer candidates who can work onsite, but we are open to fully remote employees as well.

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