Presales - Senior Solutions Engineer
2 months ago
Presales - Senior Solutions Engineer
Atlanta, GA, USA ● VirtualReq #432
Thursday, May 23, 2024
W
ho are we
:
We’re Eptura — a global worktech company that provides software solutions for workplaces, people, and assets that enable everyone to reach their full potential. Our people are at the heart of everything we do, spanning 11 global offices with 1,000+ employees. Together, we’rededicated to making workplaces and assets work harder for people everywhere, giving them the opportunity to thrive.
Role Overview
:
The Solutions Engineering(SE)team atEpturaare the most knowledgeable product resources in the company acting as trusted advisors to Account Executives and Channel Partners. In this role, the Solutions Engineer drives the functional and technical sales process by positioning ourvalueto the needs of prospects through a structured process of discovery, requirements gathering, validation, product presentations and demonstrations.The successful candidate must be able to articulate the company and product value propositions and dynamically position it to both business and technical users.
The idealSeniorSolutions Engineer is an energetic, self-motivated storyteller with a proventrack recordin consulting or pre-sales solution planning in a SaaS environment. An ideal candidate willleveragethe knowledge gained during discovery to craft a tailored demo to meet the specific business needs of the client.This individualwillleaddealstrategy and discover whitespacewithin new business anexisting accounts.Additionally, an ideal candidate does in-depth research and discovery on the company and prospect’s needs,preparing a value-based narrative that references existing customer success stories.TheSeniorSolutions Engineer mustdemonstratea positive “can do” approach combined with the ability toeliminatesales obstacles through creative and adaptive approaches.
Outside of directly supporting Sales, the Senior SE will serve as a thought leader both internal to the SE team and for the broader organization. This individual will innovate on the narratives and infrastructure we have built into our demo environments to tell better stores to convey the value of our solutions to prospects. Additionally, this person will integrate the latest industry/markettrends and competitive insights/objection handling into our demo paths, training the rest of the team on these best practices.External to our team, the Senior SE will develop insights, presentation, and thought leadership for broader marketing and internal training purposes.
This role is a fit for someone with a strong technical background, a sense of curiosity and experience with solution selling. Corporate Real Estate, Facility Management or Service Provider industry experience isdesiredwith a proventrack recordof successfulsales outcomes.
Responsibilities
:
Partnerwith Account Executives,Partner Account Managers, and Account Managersto positiontheEpturaproduct suiteto specific customer/prospect requirementsand pain points.
Participate in discovery and qualification calls and meetings to activate andidentifythe key business issues andvalidatethe prospective customer needs align to ourvalue.
Prepare and lead the development of a successful solution presentation and demonstration planthat uses our technology to solve critical businessissuesour prospects are facing.
Customizethe SE team’s demo environment and narratives based on market and industry trends as well as real customer success stories.
Deliver functional and technical product demonstrations to perspective clients that directly address pains and highlightEptura’sunique business value.
Set and pre-empt competitive trapsandeliminatesales obstacles during product presentations and demonstrations.
Contribute tofunctional and technical components of RFIs, RFPs,and written proposals.
Collaborate with Product Management to help drive future product functionality based on market needs.
Conduct research and use knowledge of competitive solutions to effectively address and dispel customer objections.
Develop andmaintainexpertisein the use and demonstration of all assigned product areas – self guided learningand curiosityisa must.
Function as an enablement partner for the broaderEpturaorganizationand our partner ecosystemon product, discovery, and industry best practices.
Can succinctly articulate a technical understanding of our software for subjects such as data architecture, APIs, data ingestion, and InfoSec policies.
Goes beyond the pre-sales aspect of the sales cycle to ensure our Professional Services team has theappropriate knowledgefor a successful implementation andknowwhen to bring them in foradditionalproject scopingwhererequired.
Build and deliver thought leadership content for sales and lead generatingmotions, marketing events (conferences and webinars), andother prospect and customer facing activities.
Attend marketing eventsas a representative ofEpturaand our suite of world class solutions.
Capture solution requirements for handoff to the implementation services team to ensure smooth transition from the sales process to the implementation stage.
About you
:
5+ years of consulting or pre-sales engineering for software/SaaS solutions
5+years experienceleveragingor sellinganEpturasolutionor other similar IWMS/CAFM products
Independent, self-motivated, positive attitude with a competitive desire to win.
Strong written and verbal communications skills
Experienced, persuasive presenter, comfortable presenting to large and small audiences in person and remotely.
Willingness and desire to lead the technical solution selling process bycollaboratingother parts of the organization to prepare effective demonstrations and presentations.
Effective business analysis skills able toidentifyand document client current and future solution requirements.
Benefits
:
****
Health, Dental, & Vision with flexible PTO
Dependent, Spousal and Domestic Partner coverage available
Up to$1000 Company HSA Contribution
Medical, Dependent Care and Limited FSA Accounts
IncomeProtection andReplacement-100% Company Paid
Short Term Disability
Long Term Disability
Life Insurance
Employee Assistance Program
Be a part of a company that is changing the workplace
Be a part of a fast-paced global team
Stimulating and fulfilling work.
Close interaction with product stakeholders and our development teams.
Great benefits such as work flexibility.
Global online celebration, recognition, and communication platform
Growth and Development Opportunities
All equipment provided to succeed in your role.
Eptura
Information
:
Follow us on Twitter | LinkedIn | YouTube
Epturais an Equal Opportunity Employer.AtEpturawe promote our flexible workspace environment, free from discrimination. We believe that diversity of experience, perspective, and background leads to a better environment for all our people and a better product for our customers. Everyone is welcome atEptura, no matter where you are from, and the more diverse we are, the more unified we will be in ensuring respectful connections all around the world
Other details
Pay TypeSalary
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