Solutions Engineer

Summary

In this role you’ll be the primary point of contact for the technical/solutions portion(s) of an enterprise, B2B sales cycle. You’ll partner closely with the enterprise sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines.

How will you contribute?

• 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.
• Provide deep technical expertise in the sales process, thereby identifying and influencing requirements early in the process.
• Have a deep technical understanding of Smarsh’s products and 3rd party integration; conduct technical presentations.
• Influence and capture the prospect’s technical requirements, own the architecture blueprint and re-validate with the prospect.
• Provide technical leadership during complex, enterprise-level Proofs of Concept engagements to meet the technical success criteria in a positive and professional manner that exceeds expectations and sets Smarsh apart from competitors.
• Take the lead on the technical responses associated with an RFI/RFP/RFQ etc.
• Prepare internal solution design proposals for complex deployments. Work with all departments to prepare for large and complex implementations, including knowledge transfer, integration design, and product gap analysis.
• Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
• 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.
• Travel as needed for internal/external meetings - Roughly 30 / 40%

What will you bring?

• Bachelor’s degree in Computer Science, Information Technology, Information Systems, Statistics, Mathematics, Business or equivalent experience.
• Experience in enterprise architecture, IT consulting, sales engineering or software engineering in an enterprise environment.
• Professional demeanor with strong work ethic; self-starter; confident; creative and innovative with a passion for delivering technical benefits to sales prospects.
• Understanding of Artificial Intelligence, Natural Language Processing, Machine Learning or Data Visualization.
• Strong personal skills, able to build solid relationships with prospect’s senior business and technical teams.
• Works collaboratively in a cross-functional environment with Smarsh’s product management, engineering and customer success teams, soliciting input when/as required.
• Superb verbal and written communication skills, including the ability to gather, document and present the value of our solutions.
• Adapt at overcoming prospect concerns and ensuring mutually beneficial outcomes from complex technology integration. Demonstrates credibility with prospects’ stakeholders on business and technical solution proposals.
• Organization, prioritization and planning essential to concurrently deliver multiple projects.
• Subject matter expert in the fields of Surveillance/Supervision, eDiscovery, Archiving, and/or unstructured data platforms is a plus.
• Industry knowledge (Financial Services and other highly regulated industries).
• Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience.