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Nishkarsh Jain

Leadership

Scaling a Solutions Engineering function without losing craft

Reusable discovery, estimation, proposal and demo practices helped a growing SE function operate with greater consistency.
Discuss a similar problem
Industry
Enterprise Data & AI Services
Focus area
Leadership
Headline result
2→12
Headline result
2→12
Function scaled from 2 to 12

Context

A fast-growing data and AI services organisation was expanding its customer-facing solutioning capability across regions and industries.

The challenge

Growth was outpacing shared process. Quality depended too heavily on individual experience, slowing collaboration across sales, delivery and engineering.

My role

Helped build and scale the Solutions Engineering organisation while staying close to discovery, architecture, proposals, executive demos and live deals.

Approach

  1. Codified discovery and qualification

  2. Created reusable estimation and proposal patterns

  3. Built repeatable demo environments

  4. Coached team members on technical storytelling

Process

  1. Map recurring friction

  2. Standardise the critical 20%

  3. Pilot on active opportunities

  4. Train and refine with feedback

How the leadership work moved from problem to measured result.

Outcome

  • Function scaled from 2 to 12
  • More consistent solutioning across opportunities
  • Reduced sales-cycle friction by approximately 1–2 weeks