Solutions Engineer

Summary

In this role, you’ll own the technical and functional win across a high-volume SMB sales motion. You’ll partner closely with a team of account executives, along with Product and Professional Services, to support fast-moving, transactional sales cycles across multiple product lines.

Success in this role requires someone who thrives in a fast-paced environment and is comfortable delivering frequent, repeatable product demonstrations while maintaining a high standard of quality and customer engagement. Beyond supporting active opportunities, you’ll help strengthen a growing sales team by providing ongoing enablement, refining repeatable processes, and identifying ways to make the sales motion more efficient and scalable. This may include expanding the use of external demo-library tools, leveraging AI to develop new workflows, and finding creative ways to automate or streamline repetitive work.

How will you contribute?

• 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

What will you bring?

• 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.
• 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

Don't meet every requirement? Apply anyway! We value diverse candidates and encourage applications, even if you don't perfectly match the job description. Studies have shown that some strong candidates may self-select out of the interview process prematurely, at Smarsh we encourage an inclusive, high-performing environment.