Senior Principal Solutions Engineer

### Description The Company Kantata provides professional services organizations the platform to always deliver amazing results for their clients. Our purpose-built professional services automation platform empowers over 2,500 professional services organizations in more than 100 countries to deliver radically better business outcomes. Kantata provides AI-powered insights and next best action recommendations our clients need to win more business and optimize project delivery to exceed their clients’ expectations. Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work! About the Opportunity The Senior Principal Solutions Engineer is a highly experienced, consultative pre-sales leader who operates as a deal strategist, discovery lead, demonstration expert and force multiplier across the Solutions Engineering organization. The Senior Principal SE leads complex discovery, shapes deal strategy, influences executive decision-making, and elevates the performance of others through mentorship and leadership such as coaching, enablement contribution, deal oversight, and acting as a trusted escalation point on strategic opportunities. What You Bring to the Role - You lead with insight and business acumen, not product - You naturally frame conversations around business outcomes and strategy - You thrive in ambiguity and bring clarity to complex buying environments - You are viewed as a trusted advisor by customers, AEs and Product - You provide expertise and guidance for customers in the Professional Services Industry - You elevate the performance of others through example, guidance, and mentorship About the Role Deal Leadership - Lead discovery for complex, high-stakes, or strategically important deals - Shape deal strategy in partnership with Account Executives, including: - Business problem framing - Success criteria definition - Executive messaging and narrative - Win themes - Implementation Scoping - Deliver high-impact, consultative demonstrations that connect customer objectives to differentiated value - Influence buying teams across technical, operational, and executive stakeholders Consultative Discovery & Professional Services Industry Insight - Conduct deep discovery that uncovers: - Organizational structure and decision dynamics - Revenue models and growth strategies - Operational challenges, constraints, and KPIs - Apply strong industry and customer understanding to anticipate objections and guide solution design - Translate customer complexity into clear, compelling solution narratives Leadership Responsibilities - Act as a coach and mentor to Solutions Engineers, particularly those developing consultative skills - Provide guidance on discovery quality, demo strategy, and executive presence - Serve as an escalation point for: - Deal strategy - Discovery challenges - Complex solution positioning - Risks - Contribute to onboarding, enablement, and best-practice development - Support leadership by identifying skill gaps, coaching needs, and process improvements - Lead mission-critical projects to achieve company OKRs by optimizing SE efficiency, elevating partner solutions and increasing industry expertise Cross-Functional Influence - Partner proactively with Product and Product Marketing to: - Provide structured feedback from the field - Influence roadmap prioritization with customer-backed insight - Contribute to reusable assets such as: - Discovery frameworks - Industry narratives - Demo storylines Experience & Skills - 7+ years experience in Solutions Engineering, Sales Engineering, or a similar pre-sales role…