Vice President, Solutions

Digimarc Corporation (NASDAQ: DMRC) is the global leader in product digitization. A pioneer in digital watermarks, Digimarc connects every physical and digital item to a digital twin that enables the capture of product data, records events and interactions, and supports powerful new automations. Trusted to deter counterfeiting of global currency for more than 20 years, Digimarc is also recognized for ensuring product authenticity, improving plastics recycling, and more, with a commitment to promoting a prosperous, safer, and more sustainable world. In 2023, Digimarc was named to the Fortune 2023 Change the World list and honored as a 2023 Fast Company World Changing Ideas finalist. See more at Digimarc.com.    

• Build one team out of three. Unify solution engineering, professional services, and value engineering into a single organization with one standard, one operating rhythm, and one definition of winning. Structure it, staff it, and lead it. 
• Set the demo bar and enforce it. Establish best-in-class demo methodology across the team — discovery-led, outcome-first, choreographed, never a feature tour. Certify to it, inspect against it, and coach relentlessly. Great demos are built, rehearsed, and reviewed, never winged. 
• Own technical certification. Design and run the certification engine for every technical seat: platform depth, competitive command, pitch, pricing, positioning, and delivery. Certified before they carry deals, recertified as the platform moves. Set the bar high enough that passing it means something. 
• Build the value engineering function. Stand up the frameworks, ROI and TCO models, benchmarks, and proof points that make value-based selling repeatable, and put them in the hands of every seller. Business cases that stand up to CFO scrutiny, tied to the value standard every deal review in this company runs on: the named executive, the problem, the timeline, the dollar impact, and how it was triangulated across the enterprise. 
• Make services sell and deliver. Own scoping, statements of work, and delivery plans that close deals rather than stall them, and implementations that create the reference customers our next deals depend on. 
• Be a true partner to sales. Embed your team into deal strategy alongside AEs. Joint account planning, joint accountability, joint credit. Your team owns the technical win and shares the commercial one, measured on the same outcomes the sales team is. 
• Run the operating rhythm. Weekly pipeline and deal engagement plans for every team member: which deals, what they will deliver, what the technical strategy is, written and inspected the following week. Coverage of technical resources planned ahead of the pipeline, not behind it. 
• Feed signal back. Deliver a clear point of view from the field on where the product wins, where it does not, and what has to change, to GTM and product leadership with evidence. 
• Put the customer's business first. Bring genuine excitement for understanding the customer's business and the outcomes they are buying. Challenge sellers on whether they are working the best, highest-qualified opportunities, and create the structure that makes open critique welcome: where the deal gaps are, what is missing, and what has to be true to win. 
• Hire and ramp. Recruit exceptional technical talent and never carry open headcount. Own ramp plans and get people productive fast. 
• Be in front of customers. Personally engaged on the deals that matter, credible from the loading dock to the boardroom, and visible at the industry moments where our customers gather. 
• Lead as one GTM team. Operate as a full member of the GTM leadership team. Debate hard, align fully, and carry one message to the field. Named owners, dates, and outcomes on every plan. 
• Raise the bar on everything. Personally push the standard on video meetings, follow-up, presentations, and anything else that shapes the outcome. Be genuinely passionate about becoming a better seller and communicator, and about pulling the team up with you. 

• 10+ years in presales, solution engineering, or technical GTM leadership for complex enterprise technology, including senior leadership of a multi-team or multi-discipline function, preferably in high-growth or fast-paced environments. 
• Deep command of modern demo methodology, such as Demo2Win or equivalent, with a track record of raising demo quality across a team, not just delivering great demos yourself. 
• Command of value-based selling and business case construction: ROI, TCO, payback, and cost of inaction, credible with finance leaders. 
• Experience building or standing up a value engineering or business value function, or a defensible plan for how you would. 
• Experience designing and running technical certification and enablement programs with a real bar and real consequences. 
• Technical credibility with SDKs, APIs, and embedded or hardware-adjacent solutions, and the ability to hold your own with customer architects and data leaders. 
• Experience leading or closely partnering with professional services, including scoping, statements of work, and delivery accountability. 
• Genuine AI fluency. Current on the ecosystem and agentic systems, AI-first in your own workflow, and using it to raise the quality and speed of technical discovery, demo build, and business case construction. 
• Experience operating inside a disciplined sales cadence: MEDDPICC, weekly forecast and deal reviews, and technical resource coverage planning. 
• Executive presence. Credibility, composure, and command with C-suite buyers. 
• We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like: 
• Humble. The deal belongs to the team. You coach your people into the spotlight and take the hard feedback on your own demos first. You disagree openly in the room and align completely outside it. 
• Hungry. You are passionate about winning and you set goals that scare people a little. Big targets, real variable compensation, and an appetite for both. You love to ideate, but you yearn to execute. 
• Smart. People smart. You read the skeptical architect, the CFO, the operator, and the champion, and you know what each one needs to see, hear, and believe. 
• Preferred: 
• Experience in retail, CPG, supply chain, traceability, product authentication, or fraud and loss prevention. 
• Experience unifying presales with services or value engineering under one leader. 
• Experience as an early technical leader building the function rather than inheriting it. 

• Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.  
• Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.  
• Courageous – Innovate with integrity