Job Summary

The Principal Solution Engineer owns the technical win on Spynes largest US dealer-group and enterprise deals - from first discovery call to a clean handover into Onboarding.

Position details

- Title: Principal Solution Engineer (Presales)

- Team: Sales and Revenue - Solutions Engineering

- Reports to: Head of Sales

- Location: Gurgaon (Onsite), US Business Hours with Eastern/Central overlap; periodic US travel to dealer groups and events

- Level: Principal IC; may lead 2-4 SEs as the function scales based on performance

- Works with: Account Executives, Sales leadership, Product, Engineering, Onboarding / Customer Success

Core responsibilities

The Deal Cycle You Own

You own five stages of every qualified deal, in this order. Each stage has a defined output that the next stage depends on.

Discovery - understand the dealership before showing anything

- Lead structured discovery with dealer principals, GMs, used-car managers, BDC and internet managers, marketing heads and dealer-group IT.

- Map the current vehicle lifecycle: acquisition, recon, photography, listing, lead response, appointment, sale, service.

- Quantify pain in dealer terms: time-to-line (days from acquisition to live listing), photo turnaround, lead response time, missed after-hours leads, appointment show rate, cost per sold unit, aged inventory.

- Document the current stack: DMS (CDK, Reynolds & Reynolds, Dealertrack, Tekion), CRM (VinSolutions, DealerSocket, Elead), website provider, inventory feeds and marketplaces (Cars.com, AutoTrader, CarGurus, Facebook).

- Qualify technical fit and flag disqualifiers early; agree a written mutual success plan with the AE.

Demos - show their workflow, not our feature list

- Build tailored demos using the prospects own VINs,



inventory photos and lead scenarios.

- Demo Studio AI and Vini AI together as one inventory-to-sale story, adjusted for franchise vs independent, single store vs group.

- Run live, role-specific sessions for executives (ROI), operators (daily workflow) and IT (integration, security, data flow).

- Handle objections on accuracy, brand consistency, AI conversation quality, compliance (TCPA, consent) and switching cost.

Scoping - define exactly what will be delivered

- Scope rooftops, modules, volumes (vehicles per month, lead volume), integrations, data feeds and custom requirements.

- Design and run pilots / proofs of concept with written success criteria, owners and a fixed end date.

- Size implementation effort and timelines with Onboarding; validate any non-standard ask with Product and Engineering before it is promised.

- Build the business case and ROI model with the AE for the economic buyer.

Solution document - the single source of truth for the deal

- Author the solution design for every deal above the enterprise threshold: business objectives, current vs future-state workflow, modules and configuration, integration architecture, data flows, assumptions, out-of-scope items, risks and success metrics.

- Own technical sections of RFPs, security questionnaires and order-form exhibits.

- Get sign-off from the customers operational and technical owners before contract.





Handover to Onboarding - zero loss of context

- Run a formal internal handover: solution document, success criteria, stakeholder map, integration checklist, open risks and commitments made in the sale.

- Join the customer kickoff to introduce Onboarding and restate scope and success metrics.

- Stay on point for technical escalations through go-live; review first 30-day adoption against the scoped success criteria.

Senior presales responsibilities

Beyond individual deals, a Principal SE raises the win rate of the whole revenue team.

Strategic deal leadership

- Act as technical lead on the top 10-15 opportunities each quarter: dealer groups, OEM and distributor programmes, marketplace and platform partnerships.

- Build account-level solution strategy and multi-year expansion paths (rooftop rollout, module cross-sell).

- Engage C-level and dealer-principal audiences as a credible automotive retail advisor, not a product presenter.

- Lead competitive positioning against merchandising, conversational AI, website and CRM vendors; maintain win/loss insight.

Presales assets and standards

- Own the demo setting, demo scripts and reusable demo data sets.

- Create and maintain discovery frameworks, solution document templates, ROI calculators, reference architectures and the security/RFP answer library.

- Define the pilot playbook: entry criteria, success metrics, timeline and conversion path.

Enablement and team building

- Coach AEs and junior SEs

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Principal Solution Engineer (Pre Sales) (Gurugram)
🏢 Spyne
📍 Gurugram