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 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.

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.

Senior Solutions Engineer

Key skills