Smarsh
Sales Support
Sr.SolutionsEngineer
Neural analysis suggests this role is
optimal for Senior candidates.
“Sr. Solutions Engineer at Smarsh. Skills: Technical expertise in B2B Enterprise SaaS sales, Positioning Smarsh products, Progressing sales cycles, Technical win attainment. Partner with Sales Executives to pursue all opportunities including renewals, upsells, and new logos. Assist account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services”
What You'll Achieve.
Progressing sales cycles to a technical win; Obtain the “technical win” during the solution validation stage of the sales process
Industry & Context.
Skilled problem solver; Ability to “read between the lines” in customer conversations to spot deal risk and opportunity
What They're Looking For.
Must Have
Exceptional technical expertise in B2B Enterprise SaaS sales, Ability to maintain a positive attitude and handle the high-pressure pace of work in an enterprise-class sales environment, Ability to command the room and present to CStaff, Desire to continuously learn, improve, and win, Ability to “read between the lines” in customer conversations to spot deal risk and opportunity, Skilled problem solver, project planner, and communicator, Agile multi-tasker within, and across multiple sales deals, at different stages in the sales lifecycle while maintaining quality of service, Ability to quickly learn and over time gain expertise in Presales competencies including: Product - Able to understand the underlying technology that Smarsh products rely on, thus being able to communicate their inherent value and limitations. Positioning - Able to understand the specific attributes of multiple markets, buying personas (Compliance, Legal, IT) and competitive landscapes (ex Mid-Market, Enterprise), and able to place the Smarsh solution in the best possible light across varied opportunities. Process - Able to collaborate with adjacent stakeholders in Sales, Product and Professional Services within assigned processes to keep sales opportunities moving through the solution validation portion of the sales funnel. Also able to properly identify and influence 'out of process' behavior back in line, and to provide constructive feedback and new ideas to improve these processes.
Nice to Have
Bachelor's degree or equivalent educational experience, 7+ or more years of technical presales experience in a B2B SaaS company, preferably leveraging public cloud (AWS preferred), 5 or more years selling to large Enterprises, preferably in regulated financial services, Familiarity with AI/ML technologies, especially Natural Language Processing, is ideal, Demo 2 Win certification desirable, Consulting experience would be beneficial, Foundational project management skills, French language skills (Nice to have)
What You'll Do.
Partner with Sales Executives to pursue all opportunities including renewals
Assist account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services
Lead the sales team response to customer RFIs and RFPs
and any required due diligence assessments
Lead customer meetings to “discover” and document the detailed business requirements necessary for product selection
and drafting an early-stage commercial quote if required
Collaborate with solution architects to design and finalize a solution and later manage any required proof of value engagement
Collaborate with account executives on deal strategy
and milestones across the sales lifecycle
Prepare sales presentations and bespoke product demonstrations that address customer-specific requirements and pain points while highlighting Smarsh product differentiators and ROI
Learn the capabilities and positioning of other vendor solutions to assist in selling against the competition
Obtain the “technical win” during the solution validation stage of the sales process
How You'll Work.
Team & Collaboration
Collaborate with solution architects to design and finalize a solution; Collaborate with account executives on deal strategy, tasks, deliverables, and milestones across the sales lifecycle; Collaborate with adjacent stakeholders in Sales, Product and Professional Services within assigned processes
Communication Scope
Communicate their inherent value and limitations; Communicate across multiple sales deals; Present to CStaff
Process & Methodology
Project planner, Foundational project management skills
Full Job Description
## Description Who are we? Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008. We are seeking an experienced Sr. Solutions Engineer to partner with Sales Executives to pursue all opportunities including renewals, upsells, and new logos. The ideal candidate will possess exceptional technical expertise in B2B Enterprise SaaS sales. The Sr Solution Engineer will play a pivotal role in positioning all Smarsh products in the field and progressing sales cycles to a technical win. ## How will you contribute? Assist account executives in deal qualification by rapidly comparing customer needs with the capabilities of our products and services. Lead the sales team response to customer RFIs and RFPs, and any required due diligence assessments, e.g., cloud, architecture, product, infosec. Lead customer meetings to “discover” and document the detailed business requirements necessary for product selection, solution design, and drafting an early-stage commercial quote if required. Collaborate with solution architects to design and finalize a solution and later manage any required proof of value engagement, e.g. POC. Collaborate with account executives on deal strategy, tasks, deliverables, and milestones across the sales lifecycle. Exhibit the highest level of knowledge and competence on Smarsh products, the underlying technology stack, the AWS cloud environment, and our target market. Prepare sales presentations and bespoke product d
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