Senior Segment Solutions Engineer (Pre-Sales)

Geotab

3d • Hybrid

About The Position

As a Senior Solutions Engineer your key area of responsibility will be to drive the technical success in Geotab’s pursuit of large/strategic opportunities within your areas of expertise, resulting in increased revenue. This role requires the ability to showcase and adapt Geotab solutions for prospective customers by identifying and understanding their needs and requirements. You will be responsible for positioning the best solutions and product features to customers, utilizing segment based knowledge to solve business challenges.
You will work closely with a number of stakeholders at Geotab, including our Business Development Managers, Business Segment Managers, Account/Engagement Managers within our Sales Channels, the Signature Accounts Team, Product Management and other Solutions Engineering Teams. You will play a fundamental role in driving Geotab’s segmentation strategies developing tools and educational content for our internal teams, and partners advancing our ongoing business objectives and ensuring all strategic partners are upskilled with a deep understanding of industry verticals in order to ensure the Geotab ecosystem is leveraged appropriately.
You will also be responsible for identifying gaps in the product towards the market per segment, providing alternatives and/or feedback to product and development teams, leveraging proserve and consultancy as required.

Requirements

• Bachelor's degree in Engineering, Computer Science, Information Technology, or a related field.
• 5-8 years of experience in a relevant technical field, such as software engineering, data analysis, or systems integration, with a focus on customer-facing roles.
• Business acumen and a desire to drive revenue growth through prospect and pre sales engagements is essential
• Strong technical knowledge and understanding of telematics, IoT, and related technologies.
• Effective problem-solving and critical thinking abilities, with the capacity to assess customer challenges and propose viable solutions.
• Ability to collaborate effectively with cross-functional teams, including sales, product development, and customer support.
• A customer-focused mindset, with a commitment to understanding client needs and delivering exceptional service.
• Experience with sales or business development, with the ability to identify and pursue potential opportunities.
• Strong communication and presentation skills, including the ability to articulate complex concepts to both technical and non-technical audiences.
• Experience with programming languages, such as Python, SQL, Java, or C#, and experience with API integrations.
• Experience with Agile Work Management, Ticketing and Customer Relationship Management tools like JIRA and Salesforce.
• Familiarity with data analysis tools and techniques, as well as data visualization tools like Superset or Power BI.
• Time management and organizational skills, with the ability to manage multiple projects and priorities simultaneously.
• Desire to stay relevant with emerging technology and the flexibility to adapt to growing market demands.
• Proven track record of successful customer engagements, project management, and team collaboration.
• Experience in mentoring, guiding and leading team members to better solutions.
• Proven ability to maintain and grow technical knowledge to the level of a subject matter expert, in-depth experience in the Geotab ecosystem is a bonus.
• Ability to lead and create training sessions for audiences with a variety of technical backgrounds.

Responsibilities

• Develop and maintain comprehensive knowledge of the Geotab ecosystem, serving as a Subject Matter Expert (SME) to empower end-users and partners (through the channel team) and enhance their understanding of Geotab solutions.
• Educate and collaborate with the channel team, enabling partners and end-users to optimize their utilization of Geotab's technology, products, and solutions, tailoring the approach to meet their specific needs.
• Partner with Business Development as the technical prime to drive Geotab’s continued growth with large/enterprise fleets.
• Run technical pre-sales activities ranging from discovery, technical demos, pilots, POC’s (but not limited to) enabling enriching customer engagement experience maximizing the chances of a sale
• Assess and analyze prospect business challenges, identifying Geotab’s viability and defining Geotab solutions to meet those needs.
• Develop segment knowledge (per segment) contributing to playbooks and knowledge base to drive large/complex prospect opportunities, feeding the channel team to drive partner based opportunities that fall under segment categorisation.
• Are an expert in one or more segments, consulted by your peers, and work with Segment Managers on go to market strategies.
• Identify and implement methods for automation and standardization for demonstrations and implementations based on Segment expertise and business requirements.
• Contribute to the continuous improvement of the company's offerings by providing segment based feedback, through knowledge and customer/prospect engagement to the Product Management teams.
• Maintain and develop a smooth transition plan to the channel teams, upon acquisition of a prospect to a customer to ensure service and solution goals are met.
• Collaborate with the Geotab revenue generating teams to identify and deliver effective solutions for customer challenges, by working closely with them and their partners, contributing to sales growth, ecosystem expansion and customer retention.
• Ensure documentation and reporting of prospective opportunities and projects are tracked using standards (JIRA & Salesforce) to enable communication flows and workload management.
• Are able to work independently with minimal guidance from your manager, receiving validation on your solution proposals.
• Lead and oversee strategic projects, collaborating closely with partners, third-party integrators, and customers to ensure seamless implementation, deployment, and success.
• Mentor and support Solutions Engineers and other team members, sharing knowledge, expertise, and best practices to promote skill development and professional growth.

Benefits

• Flex working arrangements
• Home office reimbursement program
• Baby bonus & parental leave top up program
• Online learning and networking opportunities
• Electric vehicle purchase incentive program
• Competitive medical and dental benefits
• Retirement savings program

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees