Solutions Engineer

Company Description EmbedWay Technologies provides network visibility, Network Packet Broker solutions, intelligent system platforms, computing networks, and operations solutions for telecommunications, enterprise, industrial internet, and intelligent computing environments. The company focuses on improving network visibility, operational efficiency, infrastructure reliability, and security across modern communications and IT infrastructures. EmbedWay supports customers in managing increasing network traffic, optimizing monitoring architectures, and enhancing overall operational performance. With strong R&D and engineering capabilities, EmbedWay collaborates with technology partners and customers globally to deliver scalable solutions for telecom operators, enterprises, system integrators, and infrastructure-related organizations. The company is also expanding into intelligent computing and AI infrastructure solutions to support evolving enterprise and infrastructure needs. Mission Act as the technical pre-sales partner for SEA BD/Sales. Build deep understanding of the company's products, use cases and regional customer needs, and convert business requirements into practical solutions, demos, PoCs and RFP responses that improve win rates and are deliverable and handover-ready.

Location:
Malaysia or Singapore preferred; covering Indonesia, Thailand, Vietnam, Philippines markets Scope: Southeast Asia

Key Responsibilities
• Join SEA BD/Sales in customer meetings to identify business pain points, technical constraints, budget, stakeholders and decision process; summarize requirements and propose suitable solutions.
• Design solution architecture, configuration recommendations, demo scripts, PoC plans and success criteria based on company products.
• Deliver product demos, workshops and technical Q&A to both business and technical audiences; translate product capabilities into customer value and ROI.
• Respond to RFPs/RFIs, security questionnaires, technical due diligence and compliance materials; align with Product, Security, Legal and Delivery on scope and limitations.
• Enable SEA channels, integrators and partners through product training, joint solutions, certification materials and technical engagement.
• Build and maintain regional pre-sales assets: competitive comparisons, industry templates, reference architectures, technical pricing assumptions, FAQs and objection handling.
• After closing, hand over to Delivery/Customer Success with requirements baseline, technical assumptions, risks, acceptance criteria and training materials; join kickoff and early go-live support.
• Continuously capture SEA market and customer feedback, and provide structured input to Product on industry requirements, roadmap suggestions and pilot customers. Requirements
• 3–8 years of experience in pre-sales, solutions engineering, technical support or delivery; experience supporting sales/BD in deal cycles is preferred.
• Able to quickly learn complex product portfolios and design system-level solutions; familiar with cloud, networking, security etc.
• Fluent in English and Mandarin, able to independently run meetings, demos, RFP responses and email communication; SEA local languages are a plus.
• Strong customer communication and solution storytelling skills; able to turn technical content into business value and independently drive PoCs, cross-functional alignment and documentation.
• Comfortable with frequent travel, regional time-zone collaboration and a target-driven pre-sales rhythm. Nice to Have
• Familiar with SEA markets in terms of decision-making, channel ecosystem and business environment; experience with government, telecom, finance and enterprise customers is a plus.
• Experience with Chinese companies expanding overseas, SEA local enterprises or multi-country regional projects.
• Partner/integrator enablement, partner certification or joint GTM experience.
• Familiarity with data compliance, localized deployment, cross-border data transfer or industry-specific regulations.
• Hands-on validation skills such as API debugging, log analysis, scripting or basic infrastructure checks. Collaboration Boundaries
• SEA Regional BD/Sales: Own customer relationships, pipeline progression, commercial terms and collection; this role owns technical solutions, PoCs, pre-sales commitments and technical risks.
• Delivery/Customer Success: Own post-contract scope, implementation and acceptance; this role ensures handover before kickoff and confirms key assumptions.
• Product: This role is the frontline input for SEA customer needs into product planning, responsible for structured feedback and priority recommendations.