Solutions Engineer
About the role
In this role you’ll own the technical and functional win in a B2B sales cycle. You’ll partner closely with the corporate sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines.
Responsibilities
- Spend 50-70% of your time working on revenue generating deals, with the remaining time spent on supporting our internal projects, ongoing learning, and supporting cross-departmental initiatives as needed.
- Assist sales with discovery process to identify quantifiable problems our solutions can solve.
- Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes and realize value.
- Lead the scoping and execution of validation events where appropriate.
- Take the lead on the technical responses associated with an RFI/RFP/RFQ/Infosec etc.
- Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc.
- Contribute best practices and content/collateral to broader presales and sales teams.
- Present professional services and success management offerings as part of a comprehensive solution.
- Support cross-departmental projects like lead generation, event marketing, partner enablement, and sales enablement as needed.
- Travel as needed for internal/external meetings.
Requirements
Familiarity with or hands on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience.
An ability to demonstrate our products in a way to sells the value of our solutions aligned to a client’s business objectives and pain points.
Domain knowledge of the Compliance or IT space.
Strong presentation skills to both executives and practitioners.
Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use-cases.
Industry knowledge (Financial Services and/or FED SLED highly desired).
Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience.
Strategic Thinking and a problem-solving mindset.
Operates with a high degree of independence and accountability, taking initiative to address gaps in preparation, communication, follow-through, and sales partnership before escalating for support.
Qualifications
Recommended Traits: Curiosity, effective time management, strong collaborative spirit, detail oriented, work with a sense of urgency, strong work ethic and an empathetic attitude.
Bachelor’s degree or equivalent educational experience.
Experience in SaaS a plus.
Benefits
$115,000 - $135,000 a year.