Solutions Engineer

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Allocate 50-70% of your time to engage in revenue-generating deals, while dedicating the remaining time to support internal projects, pursue ongoing learning, and assist with cross-departmental initiatives as needed.

• Collaborate with sales during the discovery process to pinpoint quantifiable challenges that our solutions can effectively address.

• Showcase and demonstrate how our products/platform can assist prospects/customers in reaching their desired business outcomes and realizing value.

• Take charge of scoping and executing validation events when appropriate.

• Lead the technical responses for RFIs, RFPs, RFQs, Infosec, etc.

• Regularly maintain and update systems of record (such as Salesforce, SharePoint, etc.) with presales notes and collateral.

• Share best practices and contribute content/collateral to the wider presales and sales teams.

• Present professional services and success management offerings as part of a holistic solution.

• Assist with cross-departmental projects including lead generation, event marketing, partner enablement, and sales enablement as required.

• Travel as necessary for internal and external meetings.

⛳️ Requirements

• Familiarity with or hands-on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience.

• Ability to demonstrate our products in a manner that effectively conveys the value of our solutions in relation to a client’s business objectives and challenges.

• Domain expertise in the Compliance or IT sectors.

• Excellent presentation skills targeted at both executives and practitioners.

• Knowledge and capability to present/demonstrate business processes/workflows associated with compliance use cases (capture/archive/surveillance).

• Industry knowledge in Financial Services and/or FED SLED is highly desired.

• Experience with Solution Selling, Demo2Win, and MEDDIC/MEDDPICC methodologies.

• Possesses strategic thinking and a problem-solving approach.

• Works with a high degree of independence and accountability, proactively addressing gaps in preparation, communication, follow-through, and sales collaboration prior to seeking support.

• Recommended traits include curiosity, effective time management, strong collaboration skills, attention to detail, a sense of urgency, a solid work ethic, and an empathetic demeanor.

• Bachelor’s degree or equivalent educational experience is required.

• Experience in SaaS is an advantage.

🏝️ Benefits

• Incentive Pay based on a percentage of Annual Recurring Revenue.

• Accelerators and Kickers for Incentive Pay based on quota achievement.