Field Solutions Engineer

Field Solutions Engineer (FSE)

The Field Solutions Engineer (FSE) is a client-facing technology generalist who takes a consultative approach to identifying, developing, and delivering solutions. This individual will work closely with account teams and clients to align data center, edge, core, cloud, and security technologies with business objectives, driving tangible value and outcomes.

Key Responsibilities

• Partner with Client Executives and extended teams to strategically build and expand assigned territory.

• Engage with multiple levels of client contacts—including CIOs, CTOs, IT Directors, Application Managers, and technical administrators—to identify business needs and technical requirements.

• Build deep, trusted relationships with clients and serve as the technical owner of those relationships.

• Develop strong connections with local technology communities, manufacturers, and Xerox OEM partners to establish credibility and expand market influence.

• Translate business challenges into tailored technology solutions that deliver measurable business benefits.

• Drive account retention and expand relationships across multiple lines of business in existing accounts.

• Effectively present solutions to both technical and non-technical stakeholders, articulating clear business value.

• Provide technical leadership to ensure Xerox-recommended enterprise solutions are comprehensive, meet client expectations, and align with business strategies.

• Support Client Executives with ROI/TCO models and proposal development using standard frameworks.

• Participate in client meetings as a technical subject matter expert.

• Manage the full sales cycle for infrastructure solutions, including qualification, forecasting, design, and close.

• Achieve and exceed infrastructure solutions sales quota within assigned territory.

• Oversee pipeline and opportunity management with a disciplined sales approach.

• Deliver an exceptional client experience that reflects Xerox’s standards of excellence.

• Educate and enable sales teams on infrastructure solutions, product positioning, and value messaging.

• Stay current with emerging technologies, market trends, and client adoption patterns to remain a trusted advisor.

Requirements

• Passion for technology with strong business acumen.

• Highly organized with excellent sales and consultative skills.

• Ability to translate complex business challenges into practical technical solutions.

• Skilled at simplifying and communicating technical concepts for non-technical audiences.

• Strong problem-solving abilities and resourcefulness in complex selling situations.

• Proven experience in services sales or service attach.

• Broad technical background (10 years) across, Modern-work; edge, compute, storage, and cloud infrastructure; BC/DR and Security.

• Demonstrated success building strong relationships with clients and vendor partners.

• Exceptional communication, presentation, and listening skills.

• Ability to lead cross-functional teams and manage multiple opportunities simultaneously.

• History of delivering consultative solutions with measurable impact.

• Experience providing group training or enablement.

Preferred Qualifications

• Bachelor’s degree in Computer Science, Engineering, or related field.

• Experience working in a Value-Added Reseller (VAR) or channel/reseller environment.

• Relevant industry certifications (e.g., security, cloud, networking, storage).

• Familiarity with IT Operations Management, IT Service Management frameworks, and governance best practices.