Solutions Engineer

Smarsh • Portland, NY

2d • Remote

About The Position

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. 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.

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
• 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.

Nice To Haves

• Industry knowledge (Financial Services and/or FED SLED highly desired)
• Bachelor’s degree or equivalent educational experience
• Experience in SaaS a plus
• Curiosity, effective time management, strong collaborative spirit, detail oriented, work with a sense of urgency, strong work ethic and an empathetic attitude

Responsibilities

• 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

Benefits

• Incentive Pay based on % of Annual Recurring Revenue
• Accelerators and Kickers for Incentive Pay based on achieving quotas

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree