At Lucanet, we believe that real impact happens when technical expertise meets human connection. Our Solutions Engineering team lives this every day by bridging the gap between cutting-edge financial technology and the challenges our customers face in a fast-moving, highstakes environment where every demo has the potential to solve critical business challenges.
We spoke with Rawan Hadad, Bart Van Der Vossen, and Alexander Panin, three team members of our global SE team, to explore what it means to build a career at the intersection of strategy, technology, and customer value. From those game-changing “aha” moments to the skills that drive long-term growth, they share how curiosity, adaptability, and a passion for solving complex problems shape their journey.
What it’s like to be a Solutions Engineer
Think of it as strategic sales with a technical twist. Solutions Engineers at Lucanet turn complexity into clarity, building prototypes, running demos, and collaborating across Sales, Product, and Marketing to solve challenges that matter for our customers.
“Solutions Engineering is where technology meets real business problems,” Rawan explains. “My role is to deeply understand what a customer is trying to achieve, then show how our products can help them get there - solving something that matters to them.”
Bart adds: “We’re helping customers envision what’s possible. That means understanding their business model, their pain points, and then connecting the dots with our CFO Solution Platform.”
Balancing accuracy with persuasion
That balance is one of the core skills in Solutions Engineering. Being technically accurate builds trust - but being persuasive moves a deal forward.
“I focus on understanding why they’re asking a question first - curiosity, concern or comparison? That helps me frame answers around their actual priorities,” Rawan says. “If there’s a limitation, I’m honest about it but show them workarounds, roadmap plans or the real business impact. Sometimes a technical blocker isn’t a strategic one. Credibility comes from clarity, not complexity - simple, confident explanations tied to value, not just features.”
Creating breakthrough moments
“I love creating that ‘aha moment’ where a customer suddenly sees how our platform can transform their day-to-day work,” Bart says.
One complex demo Rawan led illustrates this perfectly: “A customer was looking at our xP&A solution (Extended Planning & Analysis) for operational planning across multiple departments but was skeptical that one platform could handle their detailed workforce and project planning needs without becoming too rigid. The challenge was our mixed audience: some wanted highlevel finance integration; others cared about operational detail.
I broke the demo into layers: starting with the strategic view of how xP&A connects operational drivers to financial outcomes, then showing a prototyped workforce planning model so they could see headcount and project allocations roll up automatically, and finally tying it back to their pain points around manual spreadsheets and disconnected systems.
The ‘aha moment’ was when I changed an operational driver live - adjusting the planned headcount for a project - and they instantly saw the impact flow into the financial plan. That made it real: they could see how our solution would save time and give them visibility they’d never had before.”
The power of variety - every day is different
Solutions Engineering offers the best of both worlds: technical depth and relationship-building. The constant variety accelerates growth and keeps the team engaged.
“On any given day, I’m translating between the technical and the strategic,” Rawan notes. “I might be building a prototype, running a demo, or working with Sales or Product to make sure what we’re offering really fits our customers’ needs.”
The prototyping aspect becomes particularly valuable: “It’s about building a quick, functional version of how their setup could work within our solution. Even if it’s not perfect, it gives them something real to react to and helps move deals forward with less guesswork.”
Alexander explains what drives him: “I’ve worked in hospitality, as a tour guide, in student councils, and consulting. What excites me is working with people - my team, cross-functional colleagues, and customers. That’s what makes this role so energizing.”
Learning that accelerates careers
In a fast-moving tech landscape, continuous learning is essential. Our Solutions Engineers embrace change as a chance to grow.
“There’s a lot of tech knowledge involved, and with our product evolving, I have to learn and adapt daily,” Alexander explains. “It’s like solving a puzzle, you feel the achievement when it clicks.”
Bart sees learning as a strategic advantage: “You’re constantly exposed to new industries, new use cases, and new ways of thinking. That keeps you sharp and helps you build a toolkit that’s valuable across sectors.”
This curiosity extends beyond technical skills. “I’m always asking: how can my team be more efficient and less stressed? How do customers solve their daily tasks and what can be improved?” Alexander adds.
Leadership that empowers
Solutions Engineering at Lucanet operates as a tight-knit team with leads focused on creating environments where people can develop their expertise and advance in their role. The structure combines local market knowledge with global best practice sharing. Alexander shares his approach: “I try to create an environment where learning feels safe. Where asking for help is normal. Where people decide how they want to grow and know they’ll be supported. As leads, we see ourselves as sparring partners for our teams. If they succeed, I succeed.”
Global perspective, local expertise
Our Solutions Engineers work across markets and cultures, combining technical expertise with cultural intelligence and understanding regional nuances.
"One of the most valuable lessons from working in both Dutch and Belgian markets is that language similarity can mask deep cultural differences”, Bart explains. “Belgian customers place strong emphasis on trust and relationship-building - they want confidence in me as a partner before even considering our solution. Dutch customers are more pragmatic and outcomedriven, focusing on efficiency. Recognizing these differences helps me handle objections more effectively and build momentum in a way that resonates locally.”
Alexander adds perspective from the DACH region: “German-speaking customers value structure, clarity, and deep subject knowledge. They expect thorough preparation and precision. If they ask a question, it’s better to say, ‘I don’t know’ and follow up with a well-researched answer than to improvise. That kind of honesty builds trust.”
The global team setup amplifies this strength. “Having an international perspective helps me pick up on what doesn't get said in a conversation - whether it's how a customer defines 'urgency' in Sweden versus Spain, or how direct communication styles vary,” Rawan adds. “We share learnings across regions and deliver a consistent yet personalized experience.”
Ready to accelerate your sales career with technical depth? Solutions Engineering at Lucanet combines technical expertise with relationship-building, where your ability to solve complex problems drives both customer success and sales performance. You’ll grow from curious problem-solver to trusted advisor working at the intersection of technology and strategy, surrounded by a team that values curiosity, collaboration, and continuous growth.
