Vice President, Solutions at Digimarc

Job description

About Us: 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 . ABOUT THE ROLE... We're looking for an experienced Vice President, Solutions that will report directly to our Chief Revenue Officer. As Vice President, Solutions you will build one organization out of three disciplines — presales solution engineering, professional services, and value engineering. One team, one standard, accountable for the technical and economic win on every deal that matters. To be direct about the profile: we want someone who is passionate about winning. Not about elegant architecture diagrams, not about being right in the room — about winning the deal, and building a team that feels the same way. You will sit on the GTM leadership team, report to the CRO, and carry a number with real variable attached to it. You bring an AI-first mindset to how you work, how you demo, and how you lead. Digimarc is at a pivotal growth phase. We have a storied history, a great platform, and some of the most recognizable retailers and brands in the world as customers. We are actively sharpening product market fit across our key industries, deciding where we win and doubling down there. The technical function is where much of that gets proven: every demo, every evaluation, every business case is a test of whether we win here and how. Today these disciplines sit apart. You will bring them together and build something iconic: a world-class technical GTM organization that sellers fight to have on their deals and competitors dread seeing across the table. There is no playbook to administer. You will write it. The goal is simple: win rates, deal sizes, and ARR. Within the first 6 months, expect a unified team structure, a documented demo standard, an SE certification program live, and value engineering engaged on the top strategic opportunities. Within 12 months, expect measurable movement in win rate and average deal size, with the technical function a named driver of both. This role requires 50% travel. WHAT YOU WILL DO… 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 d