The Forward-Deployed GTM Team: 7 Roles for Enterprise AI

The Forward-Deployed GTM Team: 7 Roles for Enterprise AI

When Palantir had more Forward-Deployed Engineers than traditional software engineers, it wasn’t inefficiency. It was recognition that complex enterprise software requires human intelligence to bridge product capabilities and customer reality.

The Seven Roles

Role Function
Solutions Engineer First technical touch. Runs discovery, builds POCs, translates business to technical
AI Solutions Architect Designs integration. Owns architecture through security and compliance
Forward-Deployed Engineer Lives on-site. Builds custom integrations. Already there when problems arise
AI/ML Engineer Model customization, fine-tuning, performance optimization
AI Product Manager Translates feedback to roadmap. Identifies patterns across deployments
AI Architect Overall AI strategy. Ensures solutions align with platform direction
AI Agent Workflow Architect Newest role. Designs agent-process interaction. Essential for automation

Phase-Based Deployment

  1. Discovery (Weeks 1-4): SE-led engagement
  2. Proof of Value (Weeks 5-12): Fixed-fee pilot, $25-50K
  3. Production (Months 3-6): FDE becomes critical
  4. Expansion (Months 6-12): Adjacent workflows
  5. Strategic Partner (Year 2+): Embedded resources

Build the forward-deployed team structure for your enterprise AI motion. Read the full AI Embedding GTM Playbook on The Business Engineer.

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