Solutions Engineer, GovCon

What You’ll Do

• Lead and participate in the solution engineering process for Gov Con opportunities, shaping demonstration strategy and influencing deal direction by aligning customer challenges with Unanet's product vision, roadmap, and capabilities for government contractors.
• Develop and customize Gov Con demo environments, including database setup and realistic contracting data scenarios (e.g., contract types, indirect rate structures, cost pools, project WBS, compliance reporting) to showcase relevant product functionality and value.
• Create reusable Gov Con demo assets, ensuring scalable, high‑quality collateral (flows, scripts, data sets, configuration patterns). Mentor others in building scripts, tools, and databases, and introduce innovative approaches leveraging AI and other technologies to increase demo impact and repeatability.
• Track and report on key performance indicators for Gov Con pursuits, such as demo effectiveness, follow‑up requirements, and win/loss analysis, using insights to continuously refine messaging and approach.
• Serve as a cross‑functional partner for the Gov Con segment, collaborating with Sales Enablement, Product, Marketing, and Sales Ops to shape and maintain high‑impact Gov Con‑focused enablement assets (battle cards, playbooks, demo blueprints, ROI content).
• Analyze patterns across Gov Con prospects and customers to identify true product gaps versus configuration or best‑practice opportunities, helping teams distinguish between roadmap needs and implementation guidance.
• Stay current on Gov Con product capabilities and releases, incorporating new and enhanced features into demonstration scripts and narratives, and proactively recommending improvements based on customer feedback and market trends.
• Conduct discovery sessions with Gov Con prospects to understand their contract portfolios, compliance and audit requirements, project accounting processes, and technical environments, ensuring solution alignment to both business and regulatory needs.
• Serve as a trusted, strategic advisor to prospective Gov Con clients throughout their evaluation, aligning solution capabilities with prospect requirements, evaluation criteria, and desired business outcomes across finance, project management, operations, and compliance.
• Develop client‑specific proposals, business cases, and ROI models that quantify the value of adopting Unanet's Gov Con solutions (e.g., improved cost visibility, margin protection, audit readiness, process efficiency).
• Act as a resident Gov Con subject matter expert, facilitating shared understanding and best practices across Sales, CS, and Product.
• Represent Solution Engineering and the Gov Con customer voice to Product, identify emerging Gov Con trends, reporting on competitive and regulatory dynamics, and sharing solution requirements to inform product enhancements and roadmap decisions.
• Embrace AI‑and data‑driven excellence. Own AI‑enabled demo asset creation and maintenance. Use AI/analytics for continuous improvement of win rates and demo effectiveness. Partner with Product on an AI‑informed view of Gov Con market and customer trends.

• 3+ years of experience in presales, software consulting, implementation, product, or closely related roles specifically with the Unanet Gov Con ERP product or equivalent product.
• Recognized as a Gov Con subject matter expert, capable of solving highly complex problems with significant business impact and minimal guidance.
• Proven record of improving organizational processes, introducing scalable best practices.
• Ability to translate Gov Con business and compliance requirements into clear solution designs, demos, and proposals that resonate with executive, business, and technical stakeholders.
• Comfortable experimenting with and standardizing new AI workflows.
• Bachelor's degree or equivalent practical experience.
• Comfortable with up to 10% travel for key customer meetings, events, and internal collaboration.

• Hands‑on experience with, or strong knowledge of, competitive Gov Con products (e.g., Costpoint, Quick Books, JAMIS, Procas, and related Gov Con tools).
• Deep understanding of the Government Contracting market,…